Posts Tagged ‘lead generation’
Make It Easy To Buy From You
You’ve been reading this blog for a while, and have by now determined your market position and messaging. People know who you are, and they know both what you do and what’s in it for them. Now what? Do these people know what to do next? Do they know how to hire you? If you…
Read MoreProduct Competition vs Replacement Competition
Identifying competitors is not as simple as it seems. As I introduced in last week’s post: there are many reasons why a prospect may choose not to buy, and each of these is a form of competition. Another product that does the exact same thing may seem to be the same as a replacement, but…
Read MoreEvolution of Sales Conversations
There are as many ways to describe “Sales Eras” as there are sales people. A quick search will reveal sales stages and methods like manipulative versus consultative, push versus pull, barrier selling, relationship selling, transactional selling and much more. In my work I keep a focus on selling as being all about buying, and as…
Read MoreBuying Triggers
Have you every asked yourself why your new clients buy from you? I don’t mean from you specifically, I mean what has prompted them to buy at all? In almost all cases, buying something is a burden. It is an interruption of one’s productivity, work or leisure time. Before a prospect even has a chance…
Read MoreTactical Networking
A mid-week post for a slightly different topic. Most of what I discuss in this blog is strategic, and of course networking is no different. Let’s pause momentarily, however, and consider networking tactically. Why Network Because if people do not know you exist, then they can not hire you, promote you, refer you, or even…
Read MoreThe Buyer’s Pyramid
What makes a buyer ready to buy? How severe is a pain before the buyer will depart with funds to acquire your product or service? As I have said before: status quo should be on your list of competitors. Sometimes the alternative is more daunting than whatever system is in place at the moment, and the…
Read MoreWhite Paper vs. eBook
Another form of content you can share with prospects and clients is an eBook. Growing in popularity as a business tool, eBooks are another opportunity to bridge the formality gap between a White Paper and a Case Study. But how do White Papers and eBooks differ? White Papers First and foremost: white papers are not about…
Read MoreMake Buying Easy
Sales is about Buying – this much we have discussed. A big part of making it easy for people to buy from you is the right educational content. “Educational” means it imparts knowledge that is helpful to the recipient. It is, in other words, solution-focused information, rather than brand-focused. You want to be ready for…
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