What I've learned about revenue: One of the biggest lessons I've learned after many years of selling products and services is that if you want to grow your business revenue you don't start with marketing and sales. You must start with knowing your customers buying process.
Why It Matters:
As customers go through their buying process, their skepticism causes them to scrutinize the product/service. However, not all products/services are scrutinized to the same extent and that is why there is three levels of how customers buy. There are hundreds of ways to market your product/service so knowing where your product/service is on the analysis spectrum allows you to sell in a way that your customers want to buy and save a lot of time and money.
Action item:
Start with determining whether your product or service is a Light, Medium, or High Analysis item based on the description in the infographic and then identify the questions they might ask when evaluating a solution like yours. For example, in the Medium Analysis section they usually ask at least 5 questions so spend some time thinking about 5 questions they might ask. This gives you an outline to base your content marketing strategy on.
You can also interview customers to determine the key questions they tend to ask for the appropriate level. If you don't have customers yet then interviewing people within your target market is helpful as well.
Why It Matters:
As customers go through their buying process, their skepticism causes them to scrutinize the product/service. However, not all products/services are scrutinized to the same extent and that is why there is three levels of how customers buy. There are hundreds of ways to market your product/service so knowing where your product/service is on the analysis spectrum allows you to sell in a way that your customers want to buy and save a lot of time and money.
Action item:
Start with determining whether your product or service is a Light, Medium, or High Analysis item based on the description in the infographic and then identify the questions they might ask when evaluating a solution like yours. For example, in the Medium Analysis section they usually ask at least 5 questions so spend some time thinking about 5 questions they might ask. This gives you an outline to base your content marketing strategy on.
You can also interview customers to determine the key questions they tend to ask for the appropriate level. If you don't have customers yet then interviewing people within your target market is helpful as well.
