Sales Lessons You Can Learn From Scooby-Doo

How many of you would like a 100% “Capture Rate” in turning prospects into customers?

Well, Scooby-Doo and the “meddling kids” DID capture 100% of “prospects.”

Yes, I know it was a cartoon.  But, if you watched closely, you could take away some lessons that might just increase YOUR ability to convert prospects to customers.

Lesson #1:  Have a Strategy to bring the prospect to YOU, even if you feel a little intimidated.    The kids never really caught these “scary monsters” by chasing them.  Instead, the team created a strategy to get the creature to fall into a trap they had set.  Now, I am not saying that you need to “trap” your customers.  But, I am telling you that you are far more likely to get a sale if you LEAD them to you based on a defined plan.  Will it work perfectly every time?  No.  However, you have a much greater chance of success if you have a strategy for them to want to chase YOU.

Make yourself interesting; ask a lot of questions; and create more compelling marketing than “we have provided great service at reasonable prices for thousands of years” (see Why Most Marketing Copy is Terrible).

Lesson #2:    Your prospect is not a Monster; they are just a person.  You do not have to be afraid to prospect.    Interestingly enough, even though EVERY time the “monster” turned out to be some crook in a costume; these kids acted like it was real the next time it happened.    The kids in the “Mystery Machine” never seemed to connect the dots.  But…YOU CAN.  Many of YOU will not prospect because you have mentally put your prospect into a monster costume.   You are afraid of the terrible consequence if they say “No.”  But, as a former VP I worked with once said, “They can’t eat you.”

Lesson #3:   Find out what your “Scooby Snack” is; then use it.  I do not know what was in those things, but they must have been amazing for a dog AND a person to be willing to face mortal danger in exchange for a couple of bites.   Of course, most of you are not facing mortal danger; but, you DO face the unknown.  So, maybe you need to listen to a favorite song, a motivational CD, speak some affirmations to yourself; read some previous customer testimonials, or get someone to “pump you up” before making your sales calls.  Whatever you need to do, it it perfectly OK, and even recommended (although, I cannot recommend that you eat dog treats for strength..unless it works for you 🙂 ).

Lesson #4:   Watch for clues, and then be open to information and inspiration from those clues.    If you watched Scooby-Doo, there was always some point at which Velma would say “Jinkies”; because, suddenly the clues added up.  Not only would she have an idea of the “who,” but also the “why.”  For many of you, if you do your research, your customer will leave you clues as to whether they are the ideal candidate for you.   Also, with the proliferation of Social Media, websites, and online reviews, and the expertise of companies who can do research for you; you can discover specific factors that will help you create more targeted marketing, as well as be far better prepared when you are prospecting and presenting.

Many companies spend very little time researching their markets’ and their customers’ specific needs; then wonder why their marketing is ineffective and their prospects are “shopping” them and then negotiating on price.

As a side note, CONTINUOUS research is essential.  Just because your product/menu/service were the perfect solution 6 months ago does not mean they are still appropriate. 

Lesson 4.5:  Relax and watch some Scooby-Doo this week.  Give your brain a break. 🙂

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Are the “Monsters” of the Economy, unmotivated team members, and/or cash flow stresses chasing you and your business?   Take the Mystery out of having a business that makes you more money with less stress.    Contact me for an initial consultation, business analysis, and ideation session.  Use my online calendar to schedule a 15 minute call to learn more.   https://my.timedriver.com/191CR

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