FULL FUNNEL MARKETING

Step 2: Getting a product demo The sales rep didn’t inquire about my timeframe, but I told him I wanted to make a decision in the next two weeks. This timeframe did not create a sense of urgency with the rep. Nor did it help to move things along more quickly. It took another week until we could see the product. I provided my specifications and asked for an estimate. I was asked about a partnership.

Step 3: Securing an estimate It took another week to put a meeting together with 3 other people to review our specifications. Again I was asked about a partnership.

And then it took 2 more days to finally get an estimate. A one-hour long meeting was scheduled to discuss the estimate. We spent 10 minutes reviewing the estimate and then the rep wanted to spend the rest of our time together to discuss a partnership.

Honestly, if I didn’t need to present our client with the findings from our research of different conference providers, I would have abandoned this company after the first interaction. They didn’t understand or care about my timeframe and they weren’t aligned with my objectives to ensure my customer got the best possible solution for their needs.

EXAMPLE #2 Step 1: Making the connection At another company, I was sent to a BDR or appointment setter even though I had a personal referral into the company. I told the BDR exactly what type of functionality I wanted to see and shared with him our decision-making timeline. The BDR immediately set up a 30minute meeting with our local sales rep for two days later. I asked if 30 minutes was long enough for a product demo. He said our rep 125