Insthinktive Influencing
Your Prospect’s buyingprocess
Using a very simple outline process below start to think at a deeper level about how you understand your buyers, and how they buy.
Broadly speaking all of us go through these stages when buying products or services.
By identifying the stages and the journey. You can create a strategy to nurture your buyer’s more easily through each stage.
The 7 stages are Find, Like, Trust, Try, Buy, Return and Refer.
Find
How do your prospects ?nd you and get to know you? What marketing strategies do you use. Advertising, online, media, etc. Maybe articles and books.
Like
How do you build the relationship in order that they start to feel comfortable and learn to trust you.
Trust
How do you build trust with your prospects? Through your presentations, your sales and marketing tools and possibly through your writing and speaking.
Try
How do you get your prospects to try your product or service? Do you offer something FREE. Do you give samples. Do you provide free webinars? Do you offer a FREE diagnostic report, or site visit?
Buy
How do they buy. What options? What staff? What terms?
Return
How do you get them to return and buy repeatedly? What can you cross sell.
How do you upsell? How do you build customer satisfaction?
Refer
The ultimate determinant of your success as a business. How do you generate referrals?
You need to take this Process and perform a simple Audit of your business, product or service. And ?ll what stages match.
More importantly map out your future Process and Strategy. And commit to a plan to ensure you execute this in full.
Simple, but not easy…..
Next session;Perform an audit of your sales approach
