While editing next week's Unlocked interview with Theo Kracke (who sued the City of Santa Barbara for the right to operate short term rentals -- and won) I learned a neat trick that Theo uses to get the owners (of the properties he manages) to contribute money to the fair regulation fight. Listen to this...
View attachment Theo Soundbite.mp3
"The Presumptive Close" is when you intentionally assume that the prospect has already agreed, and wrap up the deal. In Theo's case, he corners his homeowners into what WE ALL KNOW is the right thing to do (after all, it's their home that would suffer with unfair regulation) by stating, "if you disagree with this please get back to me, otherwise it's gonna happen next month."
It challenges those who don't agree to jump over an obstacle to get out. And while that may be aggressive for your taste, when it comes to advocacy, we sometimes need to overcompensate for those who won't do the right thing.
Another example of a "presumptive close" is HeleenaSideris in Park City who adds $1/night donation to all guest reservations -- which goes directly to the Summit Land Conservancy to protect the beautiful open spaces that make her town such an incredible place to live and visit (you can see the plan here). Guests can opt-out of the donation but Heleena says they never do.
It seems to me that the "presumptive close" is a way to mobilize stakeholders in matters that benefit everyone equally.
QUESTION: Any ideas on using the presumptive close in your pursuits?
View attachment Theo Soundbite.mp3
"The Presumptive Close" is when you intentionally assume that the prospect has already agreed, and wrap up the deal. In Theo's case, he corners his homeowners into what WE ALL KNOW is the right thing to do (after all, it's their home that would suffer with unfair regulation) by stating, "if you disagree with this please get back to me, otherwise it's gonna happen next month."
It challenges those who don't agree to jump over an obstacle to get out. And while that may be aggressive for your taste, when it comes to advocacy, we sometimes need to overcompensate for those who won't do the right thing.
Another example of a "presumptive close" is HeleenaSideris in Park City who adds $1/night donation to all guest reservations -- which goes directly to the Summit Land Conservancy to protect the beautiful open spaces that make her town such an incredible place to live and visit (you can see the plan here). Guests can opt-out of the donation but Heleena says they never do.
It seems to me that the "presumptive close" is a way to mobilize stakeholders in matters that benefit everyone equally.
QUESTION: Any ideas on using the presumptive close in your pursuits?