Selling's Platform Decay

Platform decay is the phenomenon where online platforms, services, and digital marketplaces steadily decline in quality over time.

There's even a lifecycle trope around this. A concept you may already be familiar with. Through being more popularly known as enshittification.

As but one summary suggests, this happens as a company shifts its focus from satisfying users to squeezing them for maximum corporate profit.

Such 'decline' may feel of the frog-in-slowly-boiling-water type. Yet said dropping off is noticeable.

As the lavatorial labelling may hint, the emphasis is on decay. One that is approaching the endemic beyond tech into everyday life.

Could our selling fall foul of this?

I'm not solely thinking of the slide from human touch towards tech clicks. Although that may well be a symptom.

What we might view as bringing efficiency could well cause friction.

There's a counter too. Like when a prospect wants a short, sharp transaction. Yet we might instead build in a full-blown procedural.

Is it perverse to mention that when a prospect veers towards wanting more the perfunctory treatment, they actually are not inclined to buy from us?

The mere fact they don't seek out the chance to engage more freely a demonstration of a buying signal very much in absence?

When 'buying' myself, I am keenly attuned to the calibre of the salespeople involved.

How they respond. When they do so. Any degree of chasing or re-work required.

I have been privy to an examination of this. Asking freshly signed up new clients about their buying experience.

In that honeymoon glow, I'm not convinced it yields great value.

There's also a 'survivor bias' potentially at play.

Likewise, you'll likely get little joy from those who declined our pitch.

What is clear is that we do not want to go down this route.

As we hit a new era's onrushing tech possibilities, another check we must build onto our own process calibrations.