Consumers cannot purchase products they are not aware of. If you are marketing, but consumers still don’t know about your product, it may be time to evaluate why it’s not working. Are you targeting the right market with your message?
When people don’t already know they need your product, you can’t just sell them on your brand right away, because your brand is meaningless to them. You create meaning and an emotional feeling about your brand by guiding people through these three stages of awareness: need/want awareness, solution/product awareness, and finally brand awareness.
When people are not sure how you can help them.
One of the easiest ways to help others is to simply share your knowledge. You don’t have to be in front of a classroom to teach. Every day there is an opportunity to educate someone about your area of expertise. The key is to keep educating yourself so you can stay ahead of the curve.
Finding out what’s valuable to them
The number one rule of helping people should be to find out what’s valuable to someone. You may spend time and effort helping someone with something that they didn’t even want to help with. Make an effort to ask them where they need help, and keep that in mind when you see an opportunity.
How to Simplify Your Sales Process
Leia Dudek, Channel Account Manager
I’ve always had this thought of keeping it simple around the “why” behind why someone might buy — meaning, you may be able to uncover 45 things you can help a prospective client with, but you shouldn’t overwhelm them.
Instead, identify three or four high-priority items you can address and use to close the deal. Once you identify those items, repeat that process. Ask for confirmation that these are the areas they want help with and even have the prospect rank them.
If you do your job right, you just ask the questions and they give you the answers to the test.
When the offering isn’t good enough
Sometimes the best way to explain what something is is to first identify what it isn’t. Unfortunately, many of the things marketers sometimes consider to be marketing offers aren’t offers at all. First, let’s clarify. What marketers should classify as an offer is something of value that a website visitor must complete a form to get access to. And yeah, sure you can put just about anything behind a form. But there are certain things that, when put behind a form, just won’t contribute much of anything to your lead gen or lead nurturing initiatives. We’re not saying you shouldn’t bother with these types of content. What we’re saying is that you shouldn’t put them behind forms or rely on them to effectively generate and nurture leads.
It is important to communicate effectively with others so that the things you are trying to pass on are understood clearly. When we learn to communicate effectively, we can all get things done much more quickly and efficiently in a situation. Communication is the key aspect of the understanding. Only by communicating completely effectively can people fully understand what it is that you’re talking about.