Seasonal and Timely Lead Generation

[shishir.seoexpert1]

Creating a Sense of Urgency
While there are no Jedi mind tricks here, one of the simplest ways to highlight the priority of solving a problem in your discovery motion is to get your customers to consider the implications of not solving it in the near term.

For example, a manual process that your gambling data laos solution can automate may not be seen as a high priority to address. However, encouraging the customer to consider the complications that may arise with that manual process if they are forced to reduce the size of their workforce due to economic pressures, may tip the scales!

Tactically speaking, to identify what needs to be done eventually vs. what needs to be done now, your discovery motion might ask questions like:

On a scale of 1-10, with 10 being the most pressing and 1 being not pressing at all, where does this problem sit?
Suppose you don’t act to solve this problem. What might happen 6-12 months from now? (I refer to this in my objection handling course as “turning the future into the past”)
What would the consequences be?
Will the problem go away? Stick around? Get worse?
Have you tried dealing with it before? If so, what happened?
Where does this issue sit, in relation to your goals and growth plans?
What do you think your biggest barrier to solving this problem is?