Sales Lead Generation: Learning From the Cats

Have you heard about the “Cat Theory” in sales prospecting? More importantly, it’s even more effective when it comes to lead generation in UK.

Did you know that cats can teach you a thing or two—especially about selling? But first and foremost, bear in mind that dogs are poles apart from cats. I’m neither a cat or dog lover, but when we had a pet dog before, and if I want him to come over, it really is no biggie—all I have to do is to call him! He will simply jump up and down, and come rushing over me, excited to see me.

And for the feline creature, it is just well, a different story altogether. The cat will merely ignore you all the more if you try to call it over. The more you keep on coaxing and calling, the more it would become resistant. Yes, that is how they’re entirely different from the dogs.

Just like in sales and marketing, your b2b sales leads and prospects are not like dogs. They are more like cats. So, if you want to make them purchase your products and services from you, you have to understand the “cat theory”. It means that it is simply up to you if you want the cat to come to you. The action must come from you. On the other hand, the trick is that, you should make the cat believe that it is its own idea (or willingness) to be receptive to you.

In short, you are in fact making the cat come closer to you, and it is for the reason that you want it to. However, the cat believes that it is acting in its own volition—thus, it was based on its own decisions, and not yours.

Your prospects and business sales leads can be likened to these feline creatures. What have you noticed about the usual approaches in direct sales? They set off an immediate, unconscious resistance to consumers. If you are strolling along the store or mall, and the sales persons at their stalls shout at you just to come closer to view their merchandise, then imagine what will be your initial reaction? I do not know about you, but usually, my own reaction is to be more resistant to these “aggressive” sellers, so it is either I tell them, “No thanks” or ignore them completely.

In contrast to this, a smartly built store window, displaying products you’d love to show your customers does give a striking difference. What it does: It “lures” you to get closer, and even make you get inside the shop to purchase.

That is how the cat theory helps in the competitive world of sales. You just have to produce the best conditions in order to let your b2b leads and prospects approach you and ready to invest, while still making them think that they decided on their own.

This theory can be applied to all range of business or selling transactions, right from prospecting to getting the sale.