Leaving Prospects With Your Tetris Effect
Recognise these? They’re the blocks that fall from the top of your screen in arguably the world’s favourite old-school video game, Tetris. (Several free online versions now exist.)
Something I’ve blogged on before courtesy of its remarkable origin story.
If somehow you’re unaware what’s the aim of the game, then you’ll no doubt be equally unmoved by the 2018 reboot.
It’s branded Tetris Effect.
The choice of this suffix has Sales meaning.
It comes from the term given to the phenomenon that dedicated players experienced once they’d stopped playing.
Afterwards, they would still be seeing the blocks drop in front of their eyes.
I wonder if this term, the Tetris Effect, could be applied to our buyers once they were no longer in front of our pitch?
Would we want them to keep on seeing what we lit up their eyes with?
And if duly desirable, then how could we make it more likely to follow?
I often pass on to salespeople the trick of leaving a prominent drawing on display before vacating a prospect’s conference room.
Even to the extent of pulling back a flipchart page or three to reveal it.
The idea being that you want the next occupants to wonder and ask what your marvellous drawing was all about.
Aside from visuals – and printouts of other such chartings left strewn strategically or at least with say, your main champ can also help – there’s the mental imagery of the tile-matching stackers to conjure.
As people – especially buyers and customers surely – love motion, then what have you in your toolkit that can leave a lasting impression of forward movement?
How the current (undesirable) state travels towards to the desired state in a manner which you uniquely propel by some exclusive magic?
If you’ve such a weapon, why not try deploy it and create your own winning Tetris Effect.