Creating dynamic content that helps your prospect on the buyer’s journey

Have you ever dealt with a company or representative that worked with you?? So much so, in fact, that you never even bothered looking at the competition?

What did they do, and why were you immediately sold?

If you can relate to this, then you can start to model your own sales cycle after these questions.? Ultimately, you want customers not even looking around at other options.? Here’s a few tips to achieve this.

First, understand that people don’t buy what they don’t understand.? They need to know how your product will fit into their life, or solve their needs, and if they don’t understand the product then they cannot understand how your product will help them.

This means you need to teach potential customers.? Keep it simple enough that any prospective buyer can understand it.? You do not want to go super in depth.??

All you want is them understanding what the product is, and why it can help them.

Second, you can’t just inform, you also have to entertain. Very rarely does marketing work if it doesn’t trigger some sort of emotion.??

You can’t put out bland tutorial based sales and expect people to relate.? Like we spoke about with hot button issues, people buy with emotion, not logic.? Therefore, your sales process and marketing need to be enjoyable, entertaining, and relatable.

Third, you must explain both the benefits and costs.? And when I say costs, I don’t just mean money.

Time, effort, travel.? All of those things are other, non-monetary costs, and they may or may not be part of the buying process of your product.

If you just focus on benefits, with no mention of cost, people immediately get suspicious.? It’s “too good to be true”, which is a phrase we’ve all heard a time or two.??

Also, if you shove the costs at the end, trying to brush them away quickly, it turns into a pharmaceutical ad when they quickly rush through all the terrible side effects the drug might have.

Instead, you want to talk up the benefits, and fold the costs into the marketing and sales process, in a way that makes them seem worth the value of the product you’re offering.

Fourth is, you have to make sure your customers can see themselves enjoying your offering.? Or, at the very least, see how it can help them and fix their problems.

If they cannot relate to both the problem, and the solution, then they will not become buyers of your product.

Lastly, you have to do all this without sounding like a “salesperson”.? If customers feel like you are just a salesperson, reading through a script, they will not engage with you.?

They will just feel like they are being “sold to” and that is not a feeling you ever want. What you want them to feel is that they have a problem, and you are offering a solution.

So take these steps, and don’t just gear it to the NOW Buyer. Gear it to the future buyer, and soon to be buyer as well.??

Teach, entertain, and bring customers in by being their trusted source of information.

Keep following for more information on your buyers journey, and tomorrow we will go through a brief marketing plan you can use to advertise everything we’ve discussed so far.