We all need a Trigger Point before we’ll buy. Something that makes us reach for our cash or click the buy button.
Sometimes the need is so obvious that we buy immediately because we either need or want the product or service.
Other times we need a bit of a nudge to turn us from a prospective buyer to an actual customer.
We need to be converted from someone that didn’t previously have a pressing want or urgent need.
Our role in marketing and sales is often to move the prospect over the Rubicon and help them see that urgent need.
If we don’t all our previous efforts are wasted.