Most people aren’t a good fit for you…
Every time I go to the supermarket to buy groceries, there is a stall out front trying to get money out of my wallet.
Unlike most people, I DON’T avoid them.
I let them pitch me to see how good they are at convincing me to take my hard earned cash out of my pocket and give it to them.
100% of the time they fail.
Most of the time they metaphorically ask me to marry them (buy their stuff) after a 30-second date.
They launch into what the product is.
It’s all about them.
It’s not about me or my pains or my wanted gains.
That’s high risk and high commitment for me based on a 30-second pitch.
Let’s face it; it’s not their fault they are terrible sellers (which BTW makes me question who hired their marketing and sales managers or whoever created their marketing and sales pipeline, scripts and offers etc.)
I then proceed to tell them how they could have sold me and then walk away (because I’m not qualified.)
Let’s look at a gym example…
Them: “Hey do you want to sign up to…”
Prospect: “No” and keeps walking.
That’s a hard and frustrating game to play!
A better way is like this:
Them: “Hey those avocados look delicious. How much are they?”
Prospect: “$4 each.”
Them: “It looks like you are into healthy eating. Is that correct??
Prospect: “Yeah I guess so…”
Them: “Does that mean you are also into fitness?”
Regardless of how they answer this question, they have determined if that prospect is qualified or not.
They can then pitch or tell them they are not a good fit and move on.
It’s never that easy because they and the rest of the stalls for the last 50 years have framed themselves into the “annoying stall sellers” category for eternity.
The problem with the stalls are they are full of marketing material and silly branded banners which makes people walk as far away from them as possible, avoid eye contact and bee-line to the supermarket entrance.
You know you do it!
So, an even better way that has worked wonders is getting rid of the marketing material and silly branded banners to start with.
Then, add the following to the conversation above:
Them: “Hey would you like a free apple?”
This breaks the pattern of “taking” and moves into “giving” and a whole raft of other psychological buying shifts in prospects.
Alas, each time I go back to the supermarket, stalls haven’t heeded the advice because “it costs too much.”
So short-sighted.
It’s called a “Loss Leader” for a reason…
Because it works in getting people hard earned cash out of their pocket and give it to them.
Now beyond this, a kiosk could be experiential, where the mere presence of the kiosk takes care of Initiating Outreach and the qualifier.