by Peter Wilson | President
Imagine you’re the coach of a hockey team, and your prospects are your skilled players. Each one holds the potential to make the winning shot, but only with the right game plan and strategic coaching. Much like in a high-stakes hockey match, your leads are your star players in the thrilling game of business.
Are you ready to step onto the ice rink of success? Let’s face-off with our top-tier game plan – Listen to “Nurturing Leads: 5 Ways to Connect with Prospects” – and guide your business to a winning season in the marketplace!
In this podcast episode we delve deeper into Allan Dib’s book, “The 1-Page Marketing Plan,” turning our focus to nurturing leads. We share 5 impactful marketing pieces your business can use to connect with your prospective customers and keep them engaged until they’re ready to buy.
Remember, marketing is a journey comprising three phases – the before, during, and after phase. Today, we’re stationed in the realm of ‘during’, the crucial juncture when your prospect already knows you, and you’ve got their attention.
Many companies focus solely on the immediate 3% ready to purchase. But an often overlooked, yet significantly larger section of the market is the 30% who may be interested but aren’t yet ready to buy. That’s a tenfold increase in your market base. Nurturing these leads requires consistent engagement, value addition, and refrain from hard-selling to avoid alienating them.
Successful nurturing means when they’re ready to buy, they think of you first. How? By offering compelling, valuable content via emails, blog posts, and social media.
In this journey of nurturing leads, patience and understanding are vital. Winning over the 30% who are ‘interested but not yet ready to buy’ might be a slow process, but remember – it’s these relationships that often prove to be the most enduring and profitable in the long run. Your persistence and care will pay off when they’re finally ready to buy, and it’s your name that will be at the forefront of their minds.
5 Ways To Connect With Prospects
“Your Ultimate Honest Buyer’s Guide to [Your Service]”
According to Seth Godin, the goal of an honest buyer’s guide is to provide the buyer with all the information they need to make an informed decision about their purchase. By being transparent and upfront about the pros and cons of each option, you can build trust with your potential customers and establish yourself as an honest broker.
An honest buyer’s guide should include the following:
- A list of all the available options in the market, including your competitors.
- A list of questions that a buyer should ask before making a purchase.
- A clear explanation of the pros and cons of each option.
- A detailed description of what the buyer can expect from the product or service.
- A list of common mistakes that buyers make when purchasing this type of product or service.
- A guide to pricing, including what the buyer can expect to pay and what factors may affect the price.
- A list of resources that the buyer can use to learn more about the product or service.
“Top 10 Questions to Ask When Hiring a [Your Service]”
Create a post that empowers your prospects with the right knowledge. Detail out the questions that they should be asking before hiring a professional in your industry. Use this as an opportunity to subtly highlight the strengths of your own business within the answers.
“DIY Tips and When to Call a Professional”
A fun, interactive, and informative blog post can be one that gives the reader DIY tips related to your industry. Not only will this help you demonstrate your expertise, but it also gives value to the reader regardless of their purchase intent. However, remember to highlight when it’s essential to call in a professional, and how your business can assist in those scenarios.
“Common Myths & Misconceptions about [Your Service] Debunked!”
There are a myriad of myths and misconceptions that can deter potential customers. Use your platform to clear the air. Identify common misconceptions related to your services and debunk them with facts and insights. This demonstrates your expertise and provides value to the reader by giving them accurate information they can use to make better decisions. Plus, it can be a fun and engaging way to pique the interest of your prospects and keep them reading.
“Success Stories: Real-Life Experiences with [Your Service]”
This type of blog post helps to build trust and credibility. Showcase real-life success stories of customers who benefited from your service. Make sure to detail out the problems they faced initially, the solutions you provided, and the results achieved. Real-life experiences can resonate deeply with prospects, nudging them towards choosing your service.