re: #318 darthstar
If you told a client there were only a few seats left for a conference and he got there to find an empty room except for him and another rube, was he likely to be a repeat customer?
Done right, honesty is far more reliable a sales tool.
That never happened to me. And was always honest about what the conference would address and how it worked and if I honestly thought it wouldn’t be a good fit for a given person or group I didn’t push it on them. But unless you establish urgency you don’t get action promptly enough to overcome the inertia that soon takes over again.