Many of your prospective clients are not ready to buy when they first meet you. They are in the research and education phase of their buying process. If you are focused on selling, your process typically revolves heavily around closing what you perceive to be a ready client. The lens becomes narrowly focused on who isContinue reading “Marketing Automation Focuses On Closing The Sale”
Tag Archives: marketing automation
Marketing For The High Fidelity Sale
In Kevin Maney’s book, Trade-Off, Why Some Things Catch On And Others Don’t, we learn about two categories of products and businesses – Fidelity and Convenience. High fidelity businesses are inconvenient. They typically have cachet and price points which make it more desirable for upper end buyers. High convenience businesses are easy to get in termsContinue reading “Marketing For The High Fidelity Sale”
3 B2B Marketing Automation Trust Building Requirements
Designing the steps for your buyer to proceed towards engaging requires an attention to key steps. Focusing on the nuance of your buying system from the perspective of your buyer determines whether they will proceed down a process which works or is wanting. Marketing Automation System Steps Assume that any visitor to your landing siteContinue reading “3 B2B Marketing Automation Trust Building Requirements”
The Overalls Of Inbound Marketing
The Ultimate Challenge While the challenges of outbound marketing revolved around physical production – paper, billboards, sound, CD’s, phone systems, etc. – the attractions of inbound marketing are its transparency in mediums. The systems are virtual and scalable for consumption. The hard part is to ensure it is targeted, measured and effective. Outproducing your competitionContinue reading “The Overalls Of Inbound Marketing”
How Effective Inbound Marketing Is Done
The Inbound Marketing Approach Today You have two choices with your marketing. You can set up a traditional approach of outbound marketing. This entails contacting potential clients with mailers, calls and advertising. Or you might seek to solicit with your network. This is interruption and today, we all have means for blocking interruption – callerContinue reading “How Effective Inbound Marketing Is Done”
Missing Sales Opportunities
There is no doubt you can get more sales. To assume otherwise would mean you have optimized all the possible ways for getting a customer. It’s astounding how paralyzed most businesses are when the world around them has vividly changed. The old days were about you finding the buyer. Today, buyers find you. Buyers useContinue reading “Missing Sales Opportunities”
Websites Are Boring
It used to be novel to have a web presence. The benefit of human nature’s overall resistance and fear of change is that opportunity is available for early adopters. The followers tend to get crowded by the noise of all the late adopters. There are too many unremarkable websites today. They contribute to dulling ourContinue reading “Websites Are Boring”
Iteration
There is no perfect marketing process. But there is effective automated marketing. Getting to perfect is a lost cause. This would require the world to stand still and the fickleness of buyers to align with a formula. Getting to effectiveness is a search for resonance. It is achieved through continual iteration. The secret to theContinue reading “Iteration”
Buyers Or Friends?
Activity should never be confused with results, and friends should not be confused with buyers. The intoxication of today’s marketing with social media is reminiscent of the dot com fever years ago. Since when did being popular online become more important than what matters most for a business- revenue? Being social can feel rewarding, butContinue reading “Buyers Or Friends?”
Conversions And Clicks
Try Googling anyone in your field. Look at the results and see how similar everyone appears. This is your buyer’s experience. They have access to choice from a simple search and start the buying process far before you ever have the opportunity to meet with them. Some companies understand that buying starts with search. TheyContinue reading “Conversions And Clicks”
