Catching Their Beginning

If you talk to a buyer when they’re ending a run, you’re too late, they’re just about done.

If you talk to a buyer when they’re in the middle of a run, you’re too late, they’re in the thick of their work.

But if you can talk to a buyer when they’re at their beginning, then you’re onto something.

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Ever notice how beginnings have a special quality?

You’re at the beginning of a new relationship, and what you’re going through will define your shared memories for a long time. Or you’re on the initial team of a small startup: you’re on the inside of all the big initial decisions. Or you’ve joined a new co-working space when it opened. A new meetup that had their inaugural event. You were one of the OGs of your group of friends.

When it’s the beginning, our mind makes space for all that’s new.

When we’re in the middle, our mind uses the beginning as the guide. New things to consider? “There’s no need”.

When we’re wrapping up, we’re getting ready for a new beginning somewhere else, maybe soon. Nothing is set. We hurry to finish things well, to honour our good intentions from the beginning. “Don’t interrupt me, I’m reminiscing”.

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So if you introduce yourself right when it’s the buyer’s beginning, you’ll have an extra bit of attention, for free.

How do you spot your buyer’s beginning? They’ve just made an emotional decision. “Enough is enough, it’s time to move on from the past. Let’s have a new beginning.”

That’s your cue. Maybe they’ll share their new beginning, with you.