{"id":3880,"date":"2011-01-17T12:03:52","date_gmt":"2011-01-17T20:03:52","guid":{"rendered":"http:\/\/www.questionpro.com\/?p=3880"},"modified":"2011-01-17T12:03:52","modified_gmt":"2011-01-17T20:03:52","slug":"timing-is-the-next-big-small-business-trend","status":"publish","type":"post","link":"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/","title":{"rendered":"Timing is the Next BIG Small Business Trend"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-3884 size-thumbnail\" title=\"Time to Share - Ornate Clock\" src=\"https:\/\/www.questionpro.com\/blog\/wp-content\/uploads\/2011\/01\/istock_000011208422xsmall-150x150.jpg\" alt=\"image\" width=\"150\" height=\"150\" \/>I have a knack for picking movies in a series that have some kind of common thread. \u00a0Now, I don&#8217;t do this intentionally. It just happens. \u00a0In fact, I&#8217;m not even aware that I&#8217;ve done that until we watch the films, a pattern emerges that seems almost eerie.<\/p>\n<p>Well,\u00a0apparently, I do the same thing with books. \u00a0Over the last couple of months I&#8217;ve either picked up a book at a books store or received a review copy from a publisher and started reading &#8212; only to find that they have a certain theme or lesson that I couldn&#8217;t have designed better myself.<\/p>\n<p>This month the theme looks to be &#8220;Timing.&#8221;<\/p>\n<p><em><a href=\"http:\/\/www.amazon.com\/Shift-Harness-Trigger-Prospects-Customers\/dp\/1450240070\/ref=sr_1_1?ie=UTF8&amp;s=books&amp;qid=1295349222&amp;sr=8-1\" target=\"_blank\" rel=\"noopener noreferrer\">Shift!: Harness The Trigger Events That Turn Prospects Into Customers<\/a>. <\/em> What if you could predict the exact moment when your customer would be most interested in buying your product or service and then you&#8217;d be there at the right place at the right time?\u00a0Talk about using observation as an analytical tool. \u00a0Craig Elias decided to delve deeper into his successes and discovered a magical window of opportunity &#8212; actually he calls it a &#8220;Window of Dissatisfaction&#8221; where his prospects were most open to change and listening to his offer.<\/p>\n<p>Watch my<a href=\"http:\/\/www.diymarketers.com\/craig\" target=\"_blank\" rel=\"noopener noreferrer\"> interview with Craig Elias<\/a> here and check out my expanded <a href=\"https:\/\/smallbiztrends.com\/2011\/01\/read-shift-magically-see-when-your-prospect-is-ready-to-choose-you.html\" target=\"_blank\" rel=\"noopener noreferrer\">book review<\/a>.<\/p>\n<p><a href=\"http:\/\/www.amazon.com\/Selling-C-Suite-Every-Executive-Successfully\/dp\/0071628916\/ref=sr_1_1?ie=UTF8&amp;s=books&amp;qid=1295349349&amp;sr=1-1\" target=\"_blank\" rel=\"noopener noreferrer\"><em>Selling to the C-Suite<\/em> <\/a>is a book I couldn&#8217;t resist off the Amazon &#8220;You might like this&#8221; recommendations. \u00a0And I was right. \u00a0There is no shortage of sales books about how to sell to the CEO &#8211; but this particular one is based on in-depth-interviews with over 500 companies. \u00a0Not only that, but when you buy the book, you&#8217;ll get tons of templates and tools that you can use in your preparation for the sales meeting with the CEO.<\/p>\n<p>So, can you guess what the KEY learning was in THIS book? \u00a0TIMING, of course. \u00a0CEOs get involved early in the buying cycle &#8212; while they are still thinking strategically about the problem. \u00a0The idea is for you (as the seller) to have done your homework on what issues your potential customers might be having and focus your selling on the problem they are trying to solve and not the solution that you offer (just yet).<\/p>\n<p>I&#8217;ve already told you about <em><a href=\"http:\/\/www.amazon.com\/24-Hour-Customer-Winning-Time-Starved-Always-Connected\/dp\/0061798614\/ref=sr_1_1?s=books&amp;ie=UTF8&amp;qid=1295349384&amp;sr=1-1\" target=\"_blank\" rel=\"noopener noreferrer\">The 24-Hour Customer<\/a>.<\/em> It&#8217;s one of my favorite <a href=\"https:\/\/smallbiztrends.com\/2010\/12\/readers-choice-2010-small-business-book-awards.html\" target=\"_blank\" rel=\"noopener noreferrer\">books for 2010<\/a> because of it&#8217;s focus on time. \u00a0In my previous article, I gave you lots of examples from the book about how <a href=\"https:\/\/www.questionpro.com\/blog\/2010\/08\/23\/the-24-hour-customer-brings-out-time-as-a-way-to-squeeze-into-your-customers-world\/\" target=\"_blank\" rel=\"noopener noreferrer\">companies used time <\/a>and time slicing to squeeze themselves into the ever smaller bits of time that customers have to allocate.<\/p>\n<p>Have you noticed a &#8220;Timing&#8221; theme too? \u00a0In what ways has timing affected market research?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I have a knack for picking movies in a series that have some kind of common thread. \u00a0Now, I don&#8217;t [&hellip;]<\/p>\n","protected":false},"author":128,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[180],"tags":[859,860,428,861],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Timing is the Next BIG Small Business Trend | QuestionPro<\/title>\n<meta name=\"description\" content=\"I have a knack for picking movies in a series that have some kind of common thread. \u00a0Now, I don&#039;t do this intentionally. It just happens. \u00a0In fact, I&#039;m\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Timing is the Next BIG Small Business Trend | QuestionPro\" \/>\n<meta property=\"og:description\" content=\"I have a knack for picking movies in a series that have some kind of common thread. \u00a0Now, I don&#039;t do this intentionally. It just happens. \u00a0In fact, I&#039;m\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\" \/>\n<meta property=\"og:site_name\" content=\"QuestionPro\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/questionpro\" \/>\n<meta property=\"article:published_time\" content=\"2011-01-17T20:03:52+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.questionpro.com\/blog\/wp-content\/uploads\/2011\/01\/istock_000011208422xsmall-150x150.jpg\" \/>\n<meta name=\"author\" content=\"Ivana Taylor\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@questionpro\" \/>\n<meta name=\"twitter:site\" content=\"@questionpro\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Ivana Taylor\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\"},\"author\":{\"name\":\"Ivana Taylor\",\"@id\":\"https:\/\/www.questionpro.com\/blog\/#\/schema\/person\/5a547e9ba0ad62a9ffa6f12466a7a244\"},\"headline\":\"Timing is the Next BIG Small Business Trend\",\"datePublished\":\"2011-01-17T20:03:52+00:00\",\"dateModified\":\"2011-01-17T20:03:52+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\"},\"wordCount\":460,\"publisher\":{\"@id\":\"https:\/\/www.questionpro.com\/blog\/#organization\"},\"keywords\":[\"best business books\",\"book reviews\",\"Essay\",\"small business books\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\",\"url\":\"https:\/\/www.questionpro.com\/blog\/timing-is-the-next-big-small-business-trend\/\",\"name\":\"Timing is the Next BIG Small Business Trend | QuestionPro\",\"isPartOf\":{\"@id\":\"https:\/\/www.questionpro.com\/blog\/#website\"},\"datePublished\":\"2011-01-17T20:03:52+00:00\",\"dateModified\":\"2011-01-17T20:03:52+00:00\",\"description\":\"I have a knack for picking movies in a series that have some kind of common thread. \u00a0Now, I don't do this intentionally. 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