I was speaking with Experiential Marketing expert and consultant Justine Haddrick recently regarding the idea of scanners vs. deep divers.
Justine mentioned that in their work responding to requests for information from clients, Justine and her team had developed a convention of asking whether someone requesting work was a snorkler – someone looking for an overview of options floating over them at a relatively high level – or a diver- someone wanting depth of insight and expertise regarding their very specific problem in the response.
It’s important to tailor our responses to the needs of the individual asking for assistance. Do you know whether your clients or prospects are acting as snorklers or divers, and respond appropriately?
