How many times (I speak to those who have experience in service business sales) do you end up selling what originally caught your target audience’s eye?

I’ve seen it so often… you market a lovely, shiny, whizzy, new thing… then your campaign respondents end up buying the standard services, even though it’s the shiny thing that has caught their attention in the first place. Of course, it’s probably because you have innovative offerings that your customers want to buy the full suite.

So, tell me… why is this psychology never (or rarely) formally put into campaign psychology and planning? Is it that marketers feel it to be too cynical… even though it goes on all the time? I reckon that our modern craft of lead nurturing would do better if this train of thought were incorporated. After all, it’s kind of what we’re already doing – catching the eye with topical thought leadership, then moving on to more practical advisory, before getting people to put their hands up for sales contact.

Thoughts & opinions?