15 February 2007

The squeeze

We had a prospect who had been dithering. Time was moving on and they seemed to be reluctant to get down off the fence and make a decision and live with the consequences. Eventually we used a squeeze to close the business.

I'm not sorry that we used a 'trick' to encourage the decision. It was important that they moved on and stopped wasting time. I think that they have made the right choice but only time will tell. We will do what we can to make their copy sing and if we get it right then we should see the results in their visitor statistics.

In pipeline terms we understood how much they needed our solution and valued our input - where we took a risk was on how much we could influence the outcome.

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