August 30, 2022

The Pitch - Part IV

This is the final installment of the series on pitches. Up to this point, after some buildup, there has been the revelation of the product/service/program, some extra value, and price.

Limited Time Offer

Now that the price is out there, you'll be given a sense of urgency. "Buy this now. Don't wait. Enroll now. There is a limited amount at this price."

Ah! See how they attempt to draw you in more? Limiting the amount of product, limiting the number of spaces at this price, and limiting the time to enroll or buy gives you that sense of urgency, that you'll lose out if you wait. "The regular price is ___, but for those who are on this webinar, if you act now, will be ___."

I don't do that with my books. If you want one, I'll sell you one. If you want ten, I may have to order more from my publisher, but I'll have them soon.

The limited-time offer regarding a CMMS isn't based on a time limit. "Purchase before the end of the month or else…" Instead, I look at it this way. You're wanting improvements in your maintenance, inventory, and purchasing. How much time are you going to let pass before you invest in a quality CMMS? How much extra expense are you risking by not investing or switching to a better-quality system?

Guarantee

Most sales pitches from television, in person, or on the Internet, have a guarantee that if you aren't satisfied with the product/service, then you get your money back. (Save for shipping and handling of products.)

They need to do this. It's the final hook to get you to buy. "You don't like it? Okay, here's your refund." This is almost standard in a lot of sales. Even auto sales might have some return policy. Okay, not so much for houses, although if you find a problem not reported before the sale, there might be a chance to sue the crap out of the seller.

I can't guarantee anyone will enjoy the books I write. I try to publish the best story I can each time. However, the money-back guarantee doesn't work with books as it does with other products.

Does your CMMS company offer a sixty-day money-back guarantee? I know one who does. I know, however, that if you put in the time and effort, take the training, learn the system, and start seeing the benefits…well, there won't be any callback.

Call to Action

The final point in this series is for the presenter to make the sale. The final call to action. You've had everything presented, it's time for you to take action. Click on the link to take to a registration page, pick up the phone and call, and click on the window to send the YES message for further communications.

Don't wait. If you wait, then you might have second thoughts. You might think that even though the 'extras' and the guarantee is great, the cost is still too high. You might wait too long to take advantage of the lower price.

I have learned to consider a long time before deciding on a lot of things. I took twenty minutes choosing a sweatshirt. Another twenty minutes deciding between two coats. I became scared about buying a car because of the terms. The salespeople tried their best, but I backed out at the last moment. But that's me. I'm sure you're wise enough to make the correct decision when the time is right.

For my books, I'm not here to sell them. That's not the point of this series of blogs. However, at author events, I will offer the best deal I can, then let the potential new fan decide.

For a CMMS, I want you to think about the first point in this week's post. How long are you going to wait before you organize your maintenance department? How much time is going to pass before the expense bears down on you?

Don't wait. I suggest you do some planning. Figure out what you want a CMMS to do for your operation. What areas in your department do you want to manage better? Have the list ready, then call Mapcon today. 800-922-4336. Discuss with a representative your needs. Ask all the questions you want.

As you can see from these four weeks of posts, there is a method to sales pitches. I've highlighted some of my cynical thoughts regarding those that 'overdo' the pitch. For me, the hard sell doesn't impress me. However, I can be persuaded if the pitch is done correctly to at least consider what's being offered.

What's your style? Do you get turned off by the in-your-face salespeople? Maybe what they're pushing is the greatest thing since sliced bread (one wonders what was the greatest thing before sliced bread), but if they go about selling it the wrong way, you're going to walk away.

So, I won't over-push Mapcon. You see the number above. All I request is, if you have any questions or want further information, call. Thank you.