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Eeew. You made your move too soon.

iStock_000004023175XSmallI saw a really cool recruiting management tool, and I wanted to check it out for our company. I clicked on the link and looked for detailed product information.

Instead of showing me how great they are, the vendor demanded my name, company, title, email, and phone. 

Bye bye.

Imagine if you walked into a retail store, and they wouldn’t let you shop until you gave them your phone and email?

This is an example of what happens to companies when sales people are so overeager to get leads that they do the one thing that scares the leads away.


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  1. George Bounacos August 16, 2010 at 8:41 am #

    Amen. Slow down and let the prospect self-select.

    I’m curious about your take on shrouding pricing information since it is so common in the B2B market. I’ll often have mild interest in something, but want to make a quick pricing decision whether to engage. When I click a “Pricing” link, I’m instantly catapulted to a form.

    I don’t want to engage yet. I want to choose whether the combination of price and interest is enough to spend time with a rep.

    I think this is horrible practice unless you’re dealing with something that must be quoted on a per project level. What do you think?

  2. merrill Richmond August 16, 2010 at 6:03 pm #

    It’s off subject but….the photo associated with this post is a brilliant choice. Bravo.

  3. Jessica (@It's my life...) August 17, 2010 at 4:09 pm #

    I discovered a line of jewelry I loved and went online to find a local rep. (It’s one of those “can only buy direct from a rep” deals.) I clicked “find local rep” and landed on a LONG form asking me for all of my information.
    I exed out and went to see if I could find any of their products on eBay.
    A quick “there are X vendors in your area contact them here” page might have turned me into a customer instead of sending me somewhere else.

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