#52 The Buyer’s Journey:
The Buyer’s Journey:
The classic ‘Sales Funnel’ illustrates the ‘Buyer’s Journey’.
The beginning point is all the ‘Unaware Folks’.
‘They’ may be Unaware ‘They’ have a Problem or Desire.
‘They’ may also be Unaware that a Solution exists.
And ‘They’ are most certainly Unaware of you.
The first step is to get ‘Their’ Attention & start the ‘Attraction Process’ by using Social Media and Search Engines. (This involves building ‘The Audience’.)
Next is the ‘Permission’ Step. Get Permission to communicate with ‘Them’ (by use of the ‘Opt-in’).
Inform ‘Them’ about your ‘Newsletter’ or ‘Blog’ or ‘Hub-Site’.
(You will sell more by getting people to opt-in to a permission-based content stream than you will by trying to sell immediately.)
The final step is ‘Conversion’, where your goal of acquiring a customer or client happens.
This sales funnel illustrates the journey & destination of a typical buyer.
Content Facilitates the Buyer’s Journey.
Initially, there will be resistance, due to skepticism or uncertainty. Good Content will eliminate this resistance.
This is where you persuade ‘Them’ to Know-Like-& Trust you enough to look at your content as a guide. ‘They’ Optin, giving permission to contact ‘Them’ repeatedly over time.
Now you can proceed with:
*** Providing more Content to expose Expertise & Authority
*** Enhancing the Relationship with more Trust
*** Discovering ‘Their’ Wants, Needs, Desires & Problems
*** Exposing your ability & desire to help
*** Making Suggestions & Recommendations
*** Developing ‘Their’ Belief in you
*** Making ‘Occasional-Low-Key-Offers'
*** Establishing your Offer as ‘Their’ Solution
*** Converting ‘Them’ into a Repeat-Customer & Referrer
Ask ‘Them’:
“What would you like more-of or less-of in your life?”
“Do you have a plan?”
“Would you like to Consider & Develop a Plan?”
The ‘Buyer’s Journey’ does not end with the Conversion or the First Sale.
You will ‘Attract’ more Prospects & Clients by inspiring more Belief with the Value you deliver and the Expertise & Authority you demonstrate.
The Focus must always remain on ‘Them’, not You or Yours.
My Way Is NOT The Only Way.
You must Evaluate, Decide & Adopt
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Another good one Wally.