If you think selling people something is a challenge you should try handing them a free raffle ticket some time.
Last week Toff and I attended the first annual OpenCamp event in Dallas. We had the distinct pleasure of going as sponsors, volunteers, and attendees and I must say it was very rewarding on all fronts. And, as a side note, if you didn’t go this year, plan to go next year. There were lots of sessions and a ton of networking, so add it to your wish list.
Anyway, back to business.
At the OpenCamp Friday night welcome party I helped Cali Lewis hand out raffle tickets for a drawing that would be held later in the evening. Several hundred people had already checked in for the event so the banquette room was filled with people from all over the country. Most were standing groups and some were assuming the role of wall flower as they watched the action in the room.
According to Cali the process for handing out raffle tickets was simple. All I had to do was walk around the room with a big roll of bright red raffle tickets and hand them out to people. The only thing I absolutely had to do was keep the associated raffle coupons so they could be used to call out numbers during the give away. Sounds pretty simple right?
Well I’m not sure when was the last time you tried to hand people anything, much less a free raffle ticket at an event, but the reaction I received from people was surprising and very telling of where we all are mentally as consumers these days.
As I approached people, I smiled and asked them if they had a raffle ticket yet.
Most everyone wanted to know what the ticket was for before they would take it, which I found a little surprising considering they were at an event where prizes would be an expected part of the fun.
To be honest, I’m not sure if they wanted to know what prize was being given away or if they just wanted to know what they were agreeing to before they took the ticket.
Either way the expressions on their faces was that of skepticism, not excitement and eagerness. A few people wouldn’t even take the ticket until they were sure what it was for.
Now don’t get me wrong. My point is not one of criticism. I’m just sharing an observation with you that I wasn’t prepared to observe. People were genuinely leery of accepting even a free raffle ticket until they knew it wasn’t a threat.
To me, that says a lot about people’s state of mind today. Without even thinking, they instantly have their guards up to protect themselves from having something pushed upon them. People are so accustomed to being sold to no matter where they are these days. Maybe they assumed that being at a conference was going to expose them to more of it. Or, maybe it was just because they were traveling and we all get a little defensive when we’re not in our regular environment.
No matter the reason, just keep in mind that as you market to prospective customers, they are scrutinizing your offer to determine it’s potential benefit or risk to them. You may think your offer is simple, straight forward, and obviously desirable, but then that’s only true if the prospect thinks so too.
Charles McKeever
OpenSourceMarketer.com
