Galvanized by Art (Photo credit: cobalt123)
The quest to uncover how and why people and businesses engage in the act of buying is becoming an endurance race. Spurred on by increasing social technologies advances. The result is many organizations, whether academia or business, have focused on the science of buying. What we may be losing is critical understanding of the art of buying.
What we are witnessing in the new digital age is the old rules of near total dependency on understanding processes and rules associated with buying is no longer the sole winning ticket. Buying processes and rules have been dissected and analyzed many times over throughout the past few decades. We clung to the belief of knowing the how will lead us to systematic knowledge of how to close more business with buyers. The problem marketing and selling organizations face today is the how – processes and rules – are not as easily defined or structured as in the past. Social technologies have made it possible for new networks and collaboration amongst buyers – causing plenty of flex in processes and rules.
The Why of Buying
If the science of buying has focused on the how of buying, the art of... Read more
So this will be the test to see if I practice what I preach. Whether it’s in sales or any other aspect of business, you have to understand people are inherently lazy. Simply put, they do not want to “read” what you’re writing to them. They DO want the information you’re sharing, or to know how you can help them though (people are always focused on themselves but thats a whole separate article). So the trick is how to get information shared without letting “words” complicate things.
One thing I’ve found helpful I can share is to take a look at your email before you hit send, then play a game to see how many words you can delete without taking anything away from the point you’re making. If you can do that successfully you will find that you will save time, be more effective, and maybe actually get people to read what you want them to.
Brevity is underrated.
Originally posted on www.30thousandft.com