Tactics follow.
Walk before you run.
To break through the market noise, you must meet your customers where they are and develop a deep professional relationship with them.
You will guide them through the seven stages of this relationship. Your goal is for them to:
Know – Like – Trust – Try – Buy – Repeat – Refer
You, your brand, and your offer.
I can help you create the right tools and messages that will resonate with your customers at every stage of the relationship.
Step One: Know.
First, your customers must know you:
- Have you made it easy for them to find you?
- Are you ready to tell your story with clarity and brevity?
- How will they know that your solution is right for their problem?
Together, we can design tools to help your customers find and know more about you.
Step Two: Like.
People do business with people they like:
- Are your promotional materials user-friendly?
- Is your business prepared to give a delightful first impression?
- Are your prospects interested in what you want to present?
We can help you win more customers by attracting and retaining your prospect’s attention.
Step Three: Trust.
Trust is the currency of business:
- Do you know how to earn and keep your customer’s trust?
- What reasons do you give your customers to believe you?
- How do you ensure they’ve made the right decision choosing you?
Winning your customer’s trust is critical for a long-term relationship.
Take the step to earn and keep trust
Step Four: Try.
Before buying from you, your customers will want to try you, your brand, and your company:
- Are you ready to answer their questions?
- How can they try out your brand without a big commitment?
- How easy is it to do business with your company?
Designing a good trial experience is the key to growing sales and winning new customers.
Take the step to a better trial experience
Step Five: Buy.
Getting the first order is just the “end of the beginning”:
- How do you onboard new customers?
- Are you prepared to train their team on how to use your product?
- Have you communicated clearly what they can expect to see?
- Do they know how to reach you in case of problems?
Design a buying experience that eliminates buyer’s remorse.
Take the step to eliminate buyer’s remorse
Step Six: Repeat.
Focus on your customer’s success to keep them buying again and again:
- Do you have a plan to measure your customer’s success?
- Are you ready to troubleshoot and serve their needs?
- Do you know how to find new problems to solve?
Nothing breeds success like success.
Take the step to more repeat business
Step Seven: Refer.
Word-of-mouth is the best marketing:
- Do you know how to ask your customers to refer your business?
- Are you leveraging the influence of Key Opinion Leaders?
- Have you created customer success cases?
Your customer’s success is the source of new customers.
Take the step to creating your referral program
Our Precise Action frameworks.
Influence: The Psychology of Persuasion
By Robert Cialdini, Ph.D
Everyday Business Storytelling: Create, Simplify, and Adapt a Visual Narrative for Any Audience.
By Janine Kurnoff and Lee Lazarus
The Referral Engine: Teaching your Business to Market Itself.
By John Jantsch.