Nate Tilley uses a plumber analogy to explain why you shouldn't overwhelm prospects with technical options on sales calls. Focus on promised outcomes like more leads or better social presence, not the details of how you'll deliver them.
Here's one really big thing. When a prospect or a client starts to ask you, how are you going to do this exactly? On a sales call, they ask you, like, exactly how are you going to do this? I like to think of this analogy. So basically, it's like a plumber if your toilet's broken, and you call a plumber if he comes in the door and he's like, hey, so I see you've got a clogged toilet here. Do you want me to fix it like this? I could fix it like this or I could fix it like this. I can use a snake, use my hand. Like, what do you want? It's going to cost maybe this much. Maybe this way. It's going to be super confusing. You're going to be like, dude, I don't know. Just get it done as fast as possible for as cheap as you can. And I want to make sure it doesn't break again. That's the way that prospects feel when you're giving them all these options. And us marketers start talking about Facebook, at Google, everything we're going to do. So we want to keep the baseline just focused on his goals and that. We're just going to get him the flow of leads he's looking for. He's looking for an increase in leads. We're going to get him that increase in leads. You know, he's looking for more social presence. We're going to make sure to get him that social presence.
