10:18 Having a road map and blue print for you as a seller is important but
overlaying it with your buyers’ journey is critical and often overlooked.
How are your buyers interacting with your brand? Too often we become “me
driven” unaware of where our buyer is in the journey.
9:48 “meet them where they’re at” What does that really mean?
Those succeeding are “others” driven, really tapping in to the various stages their buyer could be in, emotional state, then create a targeted message.
Resonance
plumber Example 9:06
7:35 What signals are our buyers giving us that allows us to know where they are?
how do we create an experience that will be different?
that makes them feel comfortable?
in good hands, they know your solution can address their problem.
5:59 Awareness
5:37 Consideration
5:07 Decision
5:09 As sales people, our role is to facilitate a buying decision. Co-create it, work together, collaborate, make them an active participant. Avoid pulling your customer reluctantly along your sales process. Look for physical verifiers from your buyer that they are engaged.
Are you customer focused in your conversations? what language are they using?
what questions are they asking? where are they clicking on your website? Do they feel heard, are you building trust? Are they ready to move to next stage in the process?
3:58, 3 steps to focus on immediately:
1)Look at your sales process, ensure you have one. Map out various stages, also Look at buyers’ journey, “be others focused” remove any friction. If steps are not purposeful, remove them
2) Look at experiences you are creating for your buyer, are they enjoyable, will they want to come back? Share with their network?
3) Understand and isolate at what point did things go well, obvious wins, when things didn’t work out, understand why?
1:27 Talk to existing clients, what stood out to them, what could you do
differently? They are your best resources, they bought in to you and continue to see the value.
Involve current customers and stay close to it. It is iterative.
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