{"id":5349,"date":"2022-02-17T14:47:02","date_gmt":"2022-02-17T14:47:02","guid":{"rendered":"https:\/\/hbp.com\/?p=5349"},"modified":"2022-02-17T14:47:02","modified_gmt":"2022-02-17T14:47:02","slug":"the-power-of-the-micro-yes","status":"publish","type":"post","link":"http:\/\/34.94.80.94\/?p=5349","title":{"rendered":"The Power of the Micro-Yes"},"content":{"rendered":"

Have you ever heard the term \u201cmicro-yes\u201d? One small \u201cyes\u201d in a series of yeses moves the prospective new customer or member through the sales funnel one step at a time. The key is that, at each stage, the prospect agrees to a small request. Will you open this envelope? Will you take this quiz? One tiny step leads them to a much larger \u201cyes\u201d later. It\u2019s a very effective technique, especially for more significant, more complex sales.\u00a0\u00a0<\/span>\u00a0<\/span><\/p>\n

What might this look like in action? Take the salesman at a car dealership, for example. He doesn\u2019t knock on the door of a couple\u2019s house and says, \u201cHere\u2019s the contract for your new car.\u201d Instead, the process might look like this:\u00a0<\/span>\u00a0<\/span><\/p>\n

Micro-yes #1:<\/span><\/b> A personalized mailer arrives at the couple\u2019s home. The teaser says, \u201cLook inside to see the trade-in value of your car! (Hint: It\u2019s higher than you think.).\u201d This leads the prospect to open the envelope\u2014the first micro-yes.\u00a0<\/span>\u00a0<\/span><\/p>\n

Micro-yes #2:<\/span><\/b> The prospect is invited to log into the website to see what their trade-in value will do for them. It can\u2019t hurt to look, right? You never know what you might find. The couple goes to the website. This is the second micro-yes.\u00a0<\/span>\u00a0<\/span><\/p>\n

Micro-yes #3<\/span><\/b>: The couple finds a car they like. They drill deeper and look at the pricing, features, and specs. Once they hit the pricing page, they are invited to receive a personalized brochure of the car, complete with their selected features. It\u2019s free\u2014no commitment! Now the couple is starting to dream a little. Sure, why not? It\u2019s just a printed piece. That\u2019s micro-yes #3.\u00a0<\/span>\u00a0<\/span><\/p>\n

Micro-yes #4:<\/span><\/b> The brochure arrives, showing them the price of the car after their trade-in. Plus, they are now invited to come into the dealership to test drive \u201ctheir\u201d car. The couple agrees to at least give it a try. (\u201cWe are going to be over that way today anyway.\u201d) Micro-yes #4.\u00a0<\/span>\u00a0<\/span><\/p>\n

Micro-yes #5:<\/span><\/b>\u00a0 The couple arrives at the dealership. Once they put the key in the ignition, the deal is closed. Two weeks earlier, the couple that hadn\u2019t even thought about trading in their car is driving out of the dealership with a brand new set of wheels.\u00a0\u00a0<\/span>\u00a0<\/span><\/p>\n

That\u2019s the power of the micro-yes. It sells cosmetics, dental supplies, and pancakes as much as it does with automobiles. How could you break down your sales process into a series of micro-yeses and increase your chances of closing a sale?<\/span>\u00a0<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Have you ever heard the term \u201cmicro-yes\u201d? One small \u201cyes\u201d in a series of yeses moves the prospective new customer or member through the sales funnel one step at a time. The key is that, at each stage, the prospect agrees to a small request. Will you open this envelope? Will you take this quiz? […]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[18],"tags":[],"class_list":["post-5349","post","type-post","status-publish","format-standard","hentry","category-blog"],"_links":{"self":[{"href":"http:\/\/34.94.80.94\/index.php?rest_route=\/wp\/v2\/posts\/5349","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/34.94.80.94\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/34.94.80.94\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/34.94.80.94\/index.php?rest_route=\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"http:\/\/34.94.80.94\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=5349"}],"version-history":[{"count":0,"href":"http:\/\/34.94.80.94\/index.php?rest_route=\/wp\/v2\/posts\/5349\/revisions"}],"wp:attachment":[{"href":"http:\/\/34.94.80.94\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=5349"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/34.94.80.94\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=5349"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/34.94.80.94\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=5349"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}