Inception Selling: The art of planting an idea in your potential customer’s mind
01 September 2016 | IT Admin
Recently, I had an unsuccessful call with a potential customer in the imaging industry. From a sales point-of-view it was great because I got a firm no and thus little time will be wasted. From a business in 2016 and onward point-of-view, it was troubling—yet another dealer firmly telling me his customers do not want to buy his products online. I know that this call isn't likely to go anywhere, but I always try to leave it with a couple simple but helpful questions:
- How do you know your customers don’t want to purchase your products online?
- Have you asked them?
At this point in the sales call there is usually some sort of pause, stumble, or re-direction. While this customer may not buy today, my goal is to plant an idea. Kind of like how our friend Leonardo DiCaprio did it in Inception. At some point this dealer may not just assume their customers don’t need e-commerce, maybe they will have the urge to ask. If you believe as I do that eventually all technology resellers will need e-commerce, then it’s not a matter of if, it’s a matter of when. The next time that a dealer loses a client to an e-commerce competitor, that urge to ask will be even greater.
You know what’s even better than waiting for that idea to develop? Having dealers ask the e-commerce question to their customers immediately. Leonardo did a lot of work to plant those memories. Does it need to be that complicated? Just Google it. Both B2C and the larger and faster growing B2B. The shift is on. 20% of all B2B sales will be e-commerce transactions in a few years. We know that salespeople have to change their approach to directing online sales or their jobs are in jeopardy. Forrester’s Andy Hoar told us that 1 million sales jobs would be overcome by e-commerce by 2020. It going to get harder and harder to justify not having an e-commerce option for your clients.
So, how should you ask, and what should you ask? (…you ask?). Since e-commerce will be useful for all of your clients, an online survey via a product like MailChimp or Constant Contact is the best approach. I’ve gone ahead and built an online survey that you can take for yourself by clicking here. Feel free to use all or some of it for your own survey. And hey, asking if they would buy from your e-commerce site might be a little bit of inception on your part.
About the Author
Norm McConkey has been involved in the print, imaging, and software/tech business since 1993. Holding executive level positions in a number of emerging technology firms, he founded PrintFleet in 2003, and Tangent MTW in 2009. A founding member of the MPSA, an award winning author and presenter, Norm has spoken at various industry events around the world including the Lyra Imaging Symposium, Photizo confernece, ITEX Tradeshow, Regional BTA conferences, Remax Europe, and World Expo. He has been contracted to consult and build go to market and sales training programs with several OEM manufacturers such as Canon USA, and HP, and distributors such as Parts Now and Supplies Network, as well Resellers including Office Depot. Norm’s current project, MPSToolbox (www.mpstoolbox.com), is a software platform which helps technology dealers develop and maintain e-commerce websites.