One of the greatest travesties I’ve seen in companies that serve manufacturing or industrial markets is the system for managing ‘leads.’
The approach I’m talking about immediately renders the prospect or customer as a number. Less than human. It creates the impression that the primary concern of the company is gettin’ the dough and moving on to the ‘next one.’ It minimizes the problems a prospect is trying to solve, while elevating the company’s bargaining position. And we rationalize this as ‘just how business is done …’
How many relationships – business or otherwise – are sustained or even last after a beginning like that?