One way to get in front of recently motivated buyers, after they experience a Trigger Event but before they contact their Emotional Favorite – aka ‘go to’ person – is to have those ‘in the know’ to tell you when Trigger Events happen.
Every day industry influencers learn of decision makers who experience the Trigger Events you identified in your Won Sales Analysis . When you become the Emotional Favorite of these industry influencers they tell you about these events before your competition.
Your best sources of referrals are:
- Those who already have as customers those you want as customers,
- Those who sell complementary products or services, and
- Your competition – not your competitors… your competition
The fifth chapter of SHiFT! is about how to get more of those ‘in the know’ to introduce you to decision makers at EXACTLY the right time.
Three other ways you can benefit from a Trigger Event Selling