|Riggs Eckelberry's OF INTEREST|
Article: The Popcorn-Popper
For the past year, I've described the modern customer acquisition process as a "Popcorn-Popper". It sounds funny but it makes sense. Slamming strangers into your website and hard-selling them works only when they are ready - what about the rest? You can't afford to waste the people who didn't happen to be ready to buy. Those hard, unpopped kernels need time and "heat" to pop them!