The concept of “There Is No First Strike in Karate” has been debated for years. The true warrior, whether in business or in combat, spends a lot of time on being proactive to be able to counter any competitor or opponent’s surprise attack quickly and efficiently or, at least, that is the plan.
Through study and practice of movement and actions, the overall objective is to avoid conflict or competition in the first place and if it does happen, to defend and react so that the opponent has one and only one response available to him.
It is at this time, the opposition realizes he or she has to regroup in order to continue the process. This very moment is the perfect time for an immediate follow up. He is too close, has no secondary action prepared, and therefore while their thinking is focused on a new action, your response is highly effective.
For those of us who understand marketing and sales, we know that these ancient warrior principles are evident everyday in the business world. In marketing we find people that are interested and stay in contact with them until they are ready to buy. Those of us who understand this sequential marketing seem to always be in the right place at the right time. Interesting, isn’t it?
In sales, business people have found that the best time to up-sell or add another product is right after they have already bought from you. Can you say “Do You Want to Biggie Size That?” The next time you buy something, see if they are professional or not. If they are, they will try to add on to your purchase or up grade you right away.
Do you know the timing of your business? The professionals do. The top martial art schools know that you need to upgrade the basic students within 12 weeks or less. Real estate professionals get referrals right away and stay in contact because they know the average person will sell their home in 4 years. How often do you stay in touch with your customers? Some businesses need to do it once a month, some once a week, and some daily. What is right for you and your business? Remember, timing is everything.
