Comments on: The Pounce or Nurture Debate: The Debate Rages

By: Peter French

Peter French — Wed, 26 Aug 2009 07:41:23 +0000

You can get the "Head or Heart" PowerPoint slide at;
http://www.supersmous.co.za/DownloadFiles/Head or Heart.ppt

By: Peter French

Peter French — Wed, 26 Aug 2009 07:27:06 +0000

Great debate Will, I believe there is a heart and mind aspect to the conversation. I know there is a further dimension with respect to men and women making engagement decisions differently, but, to generalise I believe that pounce or nurture is much like fishing. You use a different strategy to land a shark than a trout. One you strike, one you play. I've structured a PowerPoint slide that depicts that people also change their "pouncability" as the contact goes "out in time" (e-mail me for a copy). There is a WOW moment when it is right to strike and that normally is when the heart is fully engaged and they "smell the sizzle of the steak hitting the fire!"

By: Michael Damphousse, Green Leads

Michael Damphousse, Green Leads — Mon, 24 Aug 2009 22:26:32 +0000

Will,

Your comments are so true. Since writing the article, I've been thrown heavily into the depth of inbound marketing and have formed a couple more opinions on the topic.

Inbound marketers can sometimes be overly focused on volume as opposed to the quality of leads. Outbound marketers doing appointment setting would rather have 5 quality conversations a day than 50 wasted ones. Lead scoring can identify that quality.

Don't forget to Be Human. Sales relationships are all about the human conversation. Don't sit behind google searches, landing pages and emails forever. Use the technology available to allow you to engage the prospects as early as they can be engaged (meet your lead score). People want to buy from people.

If "early" means right now. Then POUNCE. If not, then Nurture or Wait.

Great stuff!

By: Rebekah Donaldson

Rebekah Donaldson — Fri, 03 Jul 2009 17:46:07 +0000

Pouncers, beware. You may pounce on a hive of resentment -- and your target may speak up to your target audience about their experience.

For example:

From the Shocking Marketing No Nos Department

From a marketing ROI perspective, we waste resources if we try to 'corner' savvy B2B buyers.

Too, getting permission is essential for
* Building trust
* Protecting your brand
* Qualifying

By: trish bertuzzi

trish bertuzzi — Fri, 26 Jun 2009 19:06:16 +0000

I participated in Mike's discussion so let me flesh out my thought with a shopping analogy.

You are walking down Main Street and stop to look in the window of boutique. The owner of the boutique comes out of the store and says "I saw you looking at that dress. That dress is made of the finest silk and was designed by Tom Ford. Similar dresses have been worn by Cameron Diaz and Demi Moore. Would you like to learn more about that dress?"

Now, the owner certainly provided value in their communication with the buyer but....maybe the buyer was just looking. Maybe the buyer wanted to look around at a bunch of dresses and then come back with questions. Maybe the buyer was just walking down the street and happened to glance in the window.

My point is this....do you think that buyer will ever stop and look in that window again knowing that the owner will probably come out and start "telling and selling"?

Some will but most won't. We have to be careful with technology. We all love it because we drank the Kool Aid but the question is...

Do our buyers feel the same way?