Chuck Reeves

There is a make or break moment for every new client.  It is the moment that someone decides if they are going to invest time, energy, money, etc. with you or your business. Whichever decision is made, that decision reinforces future decisions.  If they decided not to move forward, it weakens the chance of them doing it in the future because they will begin to look harder at alternatives.  If they move forward, it makes it easier to do it again because they will gain another level of familiarity with you and there will be fewer unknowns in the future.  So this make or break moment is critical.  Why not make it as easy as possible for them to say yes?

Go to the pool and watch as people arrive.  What do most people do (nine and ten year old boys not included)?  They stick their toe in the water.  Why?  They want to know to expect.  So why don’t we give them a toe-in-the-water option?  Can you think of some kind of transaction or interchange that is the equivalent to the toe in the water?  Maybe it is a small transaction with very little money and low risk.  Maybe it is a small investment of time and no money.  What do you have or what can you do to influence this make or break moment?