The hard sell to Geeks

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“The word ‘geek’ today does not mean what it used to mean. A geek isn’t the skinny kid with a pocket protector and acne. There can be computer geeks, video game geeks, car geeks, military geeks, and sports geeks. Being a geek just means that you’re passionate about something.” – Brainy Quotes

Geeks are not easy to sell to. As we have said all year, geeks think and work differently than others. They think like computers, like binary. They see numbers, facts, and reason… not emotions. Some people can be sold to very easy. By convincing them by emotions or making them impulsive buy. It is a lot easier to fool a non geek on this subject. Non geeks tend to buy on impulsive or are easily convinced that they need something when they do not. Geeks think logically and are very exact with what they need. They will not buy things without researching and knowing the product and other competing products.

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Growing up with a geek as a father i learned this about geeks very quick. Every time my dad wanted to get something or something in our house broke such a washer or dryer, he would research for a week before purchasing anything. He wanted to know exactly what he was getting and make sure that he got his moneys worth and not ripped off. He thinks logically and not off of emotion when purchasing things. Especially big electronically purchases.

The most annoying part about it was when i would want something.. I would have to wait so long for him to figure out and research before he got me it. I never understood back then but now i understand why he was so diligent with his purchases.

Here is a great article that psychologist try and explain impulsive buying and why it happens. The article goes in depth on what exactly impulsive buying is: article

A problem statement is a concise description of the issues that need to be addressed by a problem solving team and should be presented to them (or created by them) before they try to solve the problem.

Here is a video describing what a problem statement is:

There are three different problem statements that can make compelling cases for selling.

1) The clarity they provide

2) The value that solving them yields

3) The fun of problem-solving itself

The book says that President John F. Kennedy’s problem statement was one of the best ever spoken, maybe even perfect:

“I believe that this nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to Earth. No single space project in this period will be more impressive to mankind, or more important in the long range exploration of space; and on will be so difficult or expensive to accomplish.”

Building rapport is key to selling to a geek too. Yes geeks think binary and are most of the time emotionless. But geeks just like others, feel more comfortable buying from someone they know. Building a friendship and connection with a geek will help make a sell to them. This is not the most important thing to sell to a geek, but it is important. Geeks do appreciate a personal connection and it helps them feel more comfortable with a purchase if they feel like the person selling to them knows them.

Overall, selling to a geek is no easy task. One must remember to think like a geek when selling to one. Remember, facts, reason, problem statements, and rapport. These are all important to selling to a geek and will help make a sell.

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