Prospects Research Well Before Buying

Information overload is both a blessing and a curse for marketing and sales.

The Marketing Curse

Before you even meet a prospect, they’ve likely done research online and have an idea as to solutions that may work for them, and options on specific vendors, products, and services.

If they find your competitors, they won’t even know to talk to you.

The Marketing Blessing

If their research leads them to believe you’re a good option, they’re a warm and strong lead before you even meet them.

The Sales Curse

If what they’ve found online leads them to believe one of your competitors is the right solution, you’ll have a hard time refocusing them if you even have a chance to talk to them at all.

The Sales Blessing

If what they’ve found online leads them to believe YOU have the best solution, they’ll be very easy to close.

How do YOU Use This in Your Business

Step 1: Recognize that modern marketing is publishing. We call this Inbound Marketing.

Step 2: Define a few important things: Why you’re in business (the big why, not just to make money), What you sell, Who you sell it to, and What decision process they go through in making their decision not only to buy but what specifically to buy.

Step 3: Start publishing.

Step 4: Never stop publishing.

SEO Needs Link Building

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