Too often, marketing and sales teams regard each other with great suspicion. If you are on either side of the spectrum, you may know what I am talking about.
Here is a real-life example I would like to share with you.
I received a letter from BMW saying in BIG BOLD LETTERS: Your car could kill you! Your airbags are faulty. Book the service immediately. WOW… I have been driving this car for 8 years and NOW you are telling me????
I took my car to a BMW dealership. A lovely English lady named Lauren was looking after me. I was provided with a courtesy car for a day. It was a sparkly keyless 4WD, with beige leather seats and only 2k on the speedometer.
A great old technique from the legendary sales guru, Brian Tracy, called “puppy dog close”, just take a puppy home for a week and see how you go. You can bring it back anytime. As if…..
BMW is giving me a teaser and surely, I fell for it! When I brought the car back, Lauren was greeting me again. I said: “WOW! This car is amazing. I loved driving it!
Out of curiosity, how much is it?” She said: “I am not in sales, I have no idea”. I said: “Can you give me a rough estimate”? “I don’t know,” she said, “I will get one of our salespeople to call you”.
It was three weeks ago, I never got a call.
No Facebook ads, no SEO, no Motor show stands, no expensive website to impress the buyer.
Just one phone call. And they couldn’t do that.
How often do we miss an opportunity that is just in front of us?
As Peter Thurin says: Easy to do. Easy not to do. Your choice!