People express their values through what they buy
This Wednesday I gave a speech on the Book Yourself Solid system to the International Furnishings and Design Association (a talented and very nice group of people). On display, in the space where I gave my speech, were paintings by various artists that are represented by O.D.E., a firm that markets and sells works of art.
I saw this painting and had to have it. I bought it on the spot. It's called Tropic Racer. (This electronic image doesn't do it justice.)
I bought it because it "speaks" to me. I see myself in this painting. Or at least a small part of myself. But it is also the perfect size and has the ideal color palette for the space above my fireplace. A space that I've been trying to fill for some time.
So, clearly, I bought this painting, which wasn't cheap, by the way, to express some of my values... but the timing was also perfect, it fit a need that I have right now. Buying this "product" gives me the opportunity to display a part of my personality (my values) and it fits a need that I have based on a current situation (timing). Consider the last ten sales you made... it's likely that those sales were made to people for whom your product or service expressed a value and the time was right for them to express that value.
You'll make more sales and do your best work when timing and value are in sync. Can you predict when this will occur for a potential customer? Probably not. But you can create the circumstances that will give you the opportunity to be in the right place at the right time when values + timing + your product or service = a meaningful and valuable sale. How do you do that? By creating, sustaining and nurturing a sales cycle that builds trust over time. For more on this, read chapter 6 in
Posted by Michael Port on September 28, 2007