Believe You Can!
It's basic:
Are you on a client's journey or just the destination?
What journey is your prospect/avatar on? (exercise at the end)
Marketing is as much a science as it is an art.
On Friday we talked about "shiny objects."
...you know ... those little things that grab our time and attention...(to remind you)
...our families, clients, competition, pain in the arse coaches, policy changes, emails (not these), phones, apps, cats, social media, likes, comments, Gary Vee telling us to post 133 x a day, dogs, spider webs, and lizards...are at an all-time high.
These are glaring examples of a disease that we ALL must deal with day in and day out... and it is overwhelming.
Your target market...has the same "shiny object" disease...
The only difference is that they ... as "consumers" ... like you as a "consumer" ...
...when the need arises to solve a problem... or they are beginning to plan for something they need, want, or desire...
They are on a journey...
The challenge is that most business people intentional or not...
... don't participate in the journey because they only focus on the destination.
"Ah...Yoda... tell me what do you mean?"
Most marketing and salespeople focus solely on the "sale of the day" ... in other words...
"Who will buy today?"
They don't often, if ever, think about the journey most prospects are on.
They hope that if they make a call or a post today...
...someone will buy today and if not...
....they look for someone else to buy "TODAY!" (admirable... but not enough)...
You have to be in front of a train to get hit by a train.
The art of marketing is the creation of the messaging when you push your brand to the marketplace.
The science is the plan to push the messaging to the marketplace.
Choose any successful brand ... and you'll notice one thing...
THEY ARE CONSISTENTLY IN YOUR FACE OR ON YOUR FEED.
You may not buy from them today... BUT ... when you're ready... and there's is a level of trust and credibility...
....you're buyin' baby!!
Successful brands ... big or small... invest the time and resources to make sure that when a consumer is ready...they've done their job...
They understand a buyer's journey... here it is for ALL of us:
1. We decide we need something... (if it's immediate...we buy now. If not...we go to step #2)
2. We begin planning and researching what and who will solve the problem, need, or desire.
3. Research is now done... we pick up the phone and buy!
The BIG question is "Who" will we buy from? "mmmm, another great question oh good and faithful student!"
We will buy from the most memorable brand.
The brand that ... through our buying journey ...
...has educated, inspired, and equipped us with the knowledge to make the right decision to buy from them.
It is important to remember... that BIGGER is NOT better... yes... it helps on the back end...
...but the front end is YOU!
Today was about the journey...
Tomorrow...we'll share some ideas that you can use immediately to get on the journey with your potential prospects.
Here's a hint ... it is inside today's email message?
Do this exercise now... don't just "THINK" ... write it down:
Take your offering... put yourself in the client's shoes... think of their decision to buy what you're offering and list out the journey they will go through before they buy.
"We want to buy _______... because it will solve this problem ______."
What will they do 1st, 2nd, 3rd, and so on...
So, take a minute and do the work... it will make you rich!
What are you willing to do?
What choice will you make?
When will you begin?
Thanks and make it count today, Mike & David
PS. Please pay this forward to a friend, family member, colleague, and of course, your business clients.
PPS. Never forget: If you do what most of your competitors are NOT willing to do...you'll be able to do what most competitors won't be able to do...and that's having a thriving, profitable, long-term, and truly enjoyable business!
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There's more here at www.thewinnersnewsradionetwork.com
