You’ve had a bad day. Just about everything was a hassle.
Your best client is complaining, the weather is bad, and you think you’re coming down with a cold.
Your prospect didn’t arrive (without calling you) and the cab sprayed you with water as it drove by without stopping.
You’re completely entitled to the bad mood that’s enveloping you.
On the way home, the phone rings. It’s a good friend, someone you haven’t heard from in a while. He’s just calling to tell you what a great guy you are, how much you mean to him. He doesn’t want anything other than to say hi.
And then you open the door to your apartment and you see that your wife has invited six of your favorite people over for a surprise-for-no-reason dinner party. The room is filled with smiles and love and the smell of your favorite meal.
How do you feel now?
Now picture your prospects coming to your office. How do you want them to feel?
Many people believe that buying decisions are fairly logical. Your prospect adds up the cost and benefits of your service, compares it with others, and chooses the service with the better score.
We like to think that a client’s decisions are conscious and deliberate. Although certainly there are rational components to many of your client’s decisions and actions, there’s another force that makes things happen.