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This form of user interviews with existing customers also inoculates your customer against marketing from competitors, since they are now more invested in defen
by guptaneil 8y ago
This form of user interviews with existing customers also inoculates your customer against marketing from competitors, since they are now more invested in defending their decision to buy your product.
- nate 8y agoAh that's interesting. Hadn't thought of it that way before. Have you seen any more research about that topic? I'd love to see more.
- tacon 8y agoI heard that similar tactic on some podcast by a services guy. I can't remember the actual field, let's say "lose weight" services. They ask the new client "How committed are you to losing weight?" Let's say the client says "4 out of 5". You might think you should ask: "Why aren't you a 5?" But the ninja move is to ask "But why aren't you a 3?" This forces the client to tap into their own self-motivation (which is all there is, after all) and they start to convince themselves why they are committed to the results.