I agree with every word put here. Customer buying decisions are based not on 'only' thing but combination of 'only' and 2 other levers to affect buying decisions. Thank you for this post. It really is valuable and means a world to me.
This is a really interesting post, as they always are. But for once I’m not sure I agree with you!
I agree with almost everything you say apart from this idea of ‘stacking’
This sounds the sales steps you introduce in the closing stage to reassure the customer than it does marketing steps to attract them in the first place.
I’m working on the basis of the power of the word according to Ries and Trout and possibly even Seth Gordins purple cow!
At the mantra I’ve always stuck too that one big reason is better than lots of small ones!
Is it because the word "stacking" reminds you of the junk the ClickFunnels community produces with value stacks?
The way I see it, you can stack within your marketing, but when you go 1 to 1 on a sales call, you can actually disassemble the stack and focus on the individual lever the prospect cares about the most.
Since each lever has to be defensible, it's also less about "selling" and more about "proving" you can deliver.
I agree with every word put here. Customer buying decisions are based not on 'only' thing but combination of 'only' and 2 other levers to affect buying decisions. Thank you for this post. It really is valuable and means a world to me.
This is a really interesting post, as they always are. But for once I’m not sure I agree with you!
I agree with almost everything you say apart from this idea of ‘stacking’
This sounds the sales steps you introduce in the closing stage to reassure the customer than it does marketing steps to attract them in the first place.
I’m working on the basis of the power of the word according to Ries and Trout and possibly even Seth Gordins purple cow!
At the mantra I’ve always stuck too that one big reason is better than lots of small ones!
Is it because the word "stacking" reminds you of the junk the ClickFunnels community produces with value stacks?
The way I see it, you can stack within your marketing, but when you go 1 to 1 on a sales call, you can actually disassemble the stack and focus on the individual lever the prospect cares about the most.
Since each lever has to be defensible, it's also less about "selling" and more about "proving" you can deliver.