more about MORE

[284 words and not one? more…]

Let’s talk about more for a bit and after that let's not talk about it no more.?

Some smart dudes at the University of Missouri did some research recently on sales and the power of less. They get two groups of sales people and ask them to prospect. One group was told to focus on quantity [more] of leads, the other on quality [less.] At the end of the experiment it turns out that those who had less leads, but spent more time researching them and contacting only those who seemed more likely to buy generated more sales. Those who prospected on steroids and approached anybody and everybody - they made less sales.

How come??

On the other side of the same road, the road to more, is Freeserve, a company you probably don’t remember. Years back they gave for free their core product - internet access - to anyone who wanted. By doing so, they created a humongous audience, a massive list of users which Orange bought for ￡1.9 billion. And that’s just 3 years after Freeserve was born.?

So which one is it? Shall you go for a large audience and prospect like a maniac, or should you focus on few, niche out, and… ?

Confusing, huh?!?

Not really.?

The rule of left thumb is:

- if you have one [few] product or service - niche out, go for small audience and laser focus, like Whole Foods,?

- if you have a lot of products, if it doesn’t matter what you sell - build a platform, generate a massive audience, bring everyone in, like Freeserve, Amazon or Facebook and Google.

Know the difference or you're gonna waste more time than you need to.

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