There are between 3,000 and 4,000 Pregnancy Help Centers spread out across the United States.
That sounds impressive, but as we discovered in yesterday’s article, it’s not a good thing because many of those centers are located in areas where there is low demand for abortion.
Why does this happen?
We’ll explore another reason in today’s article using the economic concept of “market barriers to entry…”
Yesterday, we left off with my assertion that because there is no mechanism that delivers relevant information to pro-life investors about which PHCs generate a strong ROI (lives saved from abortion), and which PHCs don’t, there is too much money flowing to PHCs that aren’t effective, and too little money flowing to PHCs that are effective…
Business people are perplexed as to why a national pro-life competitor to Planned Parenthood has yet to emerge.
I admit, it’s frustrating.
But now that I’ve been working in the industry full-time for five years, I believe I better understand the reasons why.
Today, let’s talk about one of those reasons which I’ll put under a broad heading: information…
Recall that a few weeks ago, I met with the leadership of a Pregnancy Help Center, including their Executive Director and a few of their Board members.
Though there were several specific topics that we discussed, the central theme of the meeting was what could the PHC do to become more competitive against the abortion facility situated across the parking lot from the PHC…
Yesterday, I ran quickly through the story of how one national pro-life organization trains sales professionals at PHCs to answer the question, “Do you provide abortions?” with the immediate response, “No. We neither perform, nor refer for, abortions.”
I experienced that “training” four years ago, and I am sorry to say that the same organization continues to train PHCs to answer the question that way…
Four years ago, I was invited to listen in on a “sales” training call conducted by a national pro-life organization that is well-known in the Pro-Life Business Industry.
I was excited because I was at the beginning of a steep learning curve about how “sales” works in the Pro-Life Business Industry…
For today, let’s discuss the most important key process: the first personal interaction between the abortion-minded woman and a sales professional at the PHC.
That interaction takes place by phone about 80% of the time, but can also happen through text and email…
If you are a salesperson, what would you say if a prospective customer called you, and the first question she asked was if you provide the product that your competitor offers?
If you say to her, “No, we don’t offer that, but what we do offer is this (your product),” what do you think will happen…?
Can you imagine how women facing an unexpected pregnancy see themselves? After all, they are surrounded by a culture that tells them that an unexpected pregnancy is a mistake.
While it’s true, in many cases but not all, that a woman may have exercised poor judgement in doing what led to her unexpected pregnancy, the unexpected pregnancy itself is a unique human being – NOT a mistake…
In yesterday’s article, we discussed falling into the marketing trap of “If you build it, they will come.”
Just as insidious is the trap of “The product is so good, it sells itself…”