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I stopped at the gas station on the way home from my counseling session yesterday.

My main objective was to use the facilities.

Whenever I’m using the bathroom in a situation like that, I don’t leave without buying something. It just seems courteous.

Much to my dismay, it was one of those bathrooms where the door was locked (not because it was occupied). If I wanted to get in, I had to request the key from the clerk.

Now, I understand why certain places of business must do this, and I don’t fault them for it.

But sadly, said clerk was either too busy or careless to notice that I wanted to use the washroom.

Sometimes, I think this is exactly the problem we face as entrepreneurs – we don’t think about why people are coming to us in the first place.

So, we block them from what they need to try to sell them what they might want.

Did I really want a drink? Kind of, so I left with one. I would have bought it regardless. But it wasn’t what I needed.

The thing I really needed was a urinal.

Are you stopping your prospects from getting what they need and instead trying to sell them what you think they may want?

Make it easy for people to get what they need from you. That way, it will be easier to sell them on impulse buys after the fact.

David Andrew Wiebe

David Andrew Wiebe has built an extensive career in songwriting, live performance, recording, session playing, production work, and music instruction. Today, he works as an online marketing strategist and consultant, helping companies create compelling content to develop relationships with their target market.

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