Buyer Vampire 3: “Send Me a One Pager.”
“This buyer vampire is the person who says something like this:
“This sounds really great! Send me a one-pager. I’ll present it at the next meeting.”
“Send me a proposal, and I’ll share it with the team.”
I had this exact situation at Blend a couple of years ago. An inbound lead arrived from a large regional bank. We didn’t focus much on inbound leads, so when someone filled out our “I’d like more info” form, it was an exciting moment. Until I found that person on LinkedIn and saw he was an assistant vice president (AVP). Ugh.
Right away, I knew the sale was dead in the water unless I could gain access to higher-level executives at that bank.
Armed with optimism, I gave the lead a call and talked with him about what brought him to our website, and how he was involved with the mortgage lending process at his bank.”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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