Latest From The IM Blog

by Bobby Tsui on 12th October 2016

In our first lesson, we’re going to talk about the 3 top reasons why you need to put in the work to profile your buyers. If you truly want to win more business from ideal clients who gravitate toward your solution, you must gain insight into your client expectations. The concept of buyer personas is […]

In our first lesson, we’re going to talk about the 3 top reasons why you need to put in the work to profile your buyers.

If you truly want to win more business from ideal clients who gravitate toward your solution, you must gain insight into your client expectations.

The concept of buyer personas is so essential to good marketing and sales. It ensures that you market using the voice of your buyer, not the President of your company. Organizations that take the time to understand their buyer personas escape the trap of selling to the wrong buyers at the wrong time. By being helpful and informative rather than hyping, your marketing will come alive.

The ROI is this simple: When you know how to help buyers evaluate your approach on their own terms, you build a bond of trust that competitors can’t match.

So how well do you already know your buyers? Here are 3 questions to ask yourself to determine whether it’s time to start talking to your buyers now.

Can you name the top 3 factors your buyer uses to select the right builder?

Do you understand what triggers your buyer to search for your services?

Do you know how to overcome when your buyers are unable to complete their decision to hire you?

We'll dive into the 5 rings of buying insight in the next video, which if you know them well, you’ll have leverage your competitors won’t.

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