Remember your high school prom? No? Well remember your kids in high school anticipating the prom? Now… that is better.

Anticipation

There is much anticipation in the months leading up to prom. The shopping for the “the dress” starts right after Christmas, beauty appointments are made months in advance. All you need is a date. Sometimes guys jump in too quickly and by the time, prom rolls around they are stuck going to the dance with someone who is now just a friend and they would rather be with someone else.

Don’t get desperate

Captivating a lead can be a lot like going to the prom. You dress your web-site up; do all the right things to attract that visitor and then nothing. Or you finally get a prospect and you turn them completely off by being too aggressive.
In the past I have written on The Problem is not Traffic so you know I do believe in the importance of initiating the conversation right away. But, after that the ball is in their court.

Prospects can smell desperation a mile away

Not everyone responds to “Hurry up and buy”; “Rates are Low”; “This house is going quickly”. It can come across as desperate. There is balance in all things. Be real, be available, and let them set the pace.

Dance with the Right One

Getting new leads is like being invited to the prom, thrilling. It’s great to pique their curiosity in your marketing, give them the WOW, and make them want to come back for more. But, ultimately going to the dance has to be fun for both of you to say it was a great night transaction.