{"id":4251,"date":"2016-04-29T16:53:00","date_gmt":"2023-10-18T16:53:18","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4251"},"modified":"2023-10-18T17:35:57","modified_gmt":"2023-10-18T17:35:57","slug":"art-of-tripwire-sales","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/art-of-tripwire-sales\/","title":{"rendered":"Master The Art Of Tripwire Sales"},"content":{"rendered":"\n

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Good salespeople don\u2019t want their customers to fall down. In fact, the core of every great pitch is arguably about supporting customers with products and services that not only help them keep standing, but grow even larger. That may make the notion of \u201ctripwire\u201d sales and marketing sound a little mean-spirited, but it\u2019s not.<\/p>\n

The tripwire in this case is something small but meaningful that gets a prospect to convert, at least to some degree, to a real customer. Sometimes these are discounts on products or services. In other cases there are true \u201closs leaders\u201d that don\u2019t bring in direct revenue but lead to revenue-generating opportunities at a later date. Although this is in some respects a tried-and-true technique, Canadian small and medium-sized businesses may hesitate to try it for fears it proves unprofitable, time-consuming or difficult to execute. The good news is, it\u2019s not.<\/p>\n

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Find The Tripwire You Already Have<\/b><\/p>\n

Most SMBs sell far more than one product or service, and even within individual products and services there are pieces that could be offered for free or at a low cost as a tripwire. The best way to do this is to look at the portfolio of goods you offer a customer \u2013 where the total price point might be off-putting, for example \u2013 and using one feature or item as a way to get them hooked.<\/p>\n