There’s a common misconception that more is always better… but this isn’t always the case, especially when talking about choices.
See, up to a point, a few choices is a good thing, but if you add too many… your prospects begin feeling overwhelmed and anxious, which as you can imagine, adds unhelpful stress to the buying process.
The more choices and options you provide, the longer it takes to make a decision.
And as you know, time is the most valuable resource people have and they will often decline making a purchase they ‘need’ – simply because of the roadblocks (too many choices / excessive details).
Have you ever experienced the following scenario?
Your prospect will start out nice and chatty, with plenty of time at the beginning, but once you begin presenting your options…
They simply vanish!
Not literally of course, but I’m sure you hear about ‘ghosting’ all the time…
They stop answering the phone…
They stop replying to emails and messages…
They suddenly become ‘so busy’… or ‘out of the office’ …
And… Well, you get the point.
Simply put, they’re protecting themselves from the stress of deciding, because odds are, they’ll end up making the ‘wrong choice’.
Your prospect was looking to make their life easier, but instead, it became more complicated and stressful (Who needs anymore of that?).
This is why it’s extremely valuable to offer consultative services during the buying process, and to do the ‘hard work’ for your prospect… presenting just a few choices selected just for them.
So the more you can narrow the options to fit their situation, the quicker they’ll make a choice.
Plus, by removing the stress of excessive decision making, they’ll be much happier during and after the buying process.
Woohoo! 🙂
