The New Content Economy

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How would you like to have your sales cycle shortened by at least ten times?

It may sound too good to be true but it’s really possible – if your leads are motivated to buy.

And I’m not just talking about getting “targeted” leads, although that is part of the equation.

Today, with technology and instant access to all kinds of information, most of your prospects do online research before buying something new.

And herein lies your opportunity.

You can meet them where they’re at on two levels:

  1. Literally, meet them where they’re at online
    1.  be it Facebook, Linkedin, Twitter, Pinterest… There’s no reason you shouldn’t appear in the search when they’re looking for the type of services / products you provide.
  2. You can easily do this by placing ads strategically on the exact sites where your prospects spend most of their time.
    1. Figuratively, meet them where they’re at in their mindset
      – just gathering information, trying to educate themselves so that they can make the right decision.

This is a huge opportunity for you to get in front of them at the early stage – before they’re ready to make a buying decision.
If you follow this strategy I’m about to explain, you’ll be seen as an expert, a trusted adviser they naturally want to work with.
How to position yourself that way?

It’s simple, really…

Think about what are the common questions your prospects have when they first investigate how (if at all) to consider a solution like the one you have for sale.
The “trick” is – don’t try to sell at this stage. Simply provide information.
Offer them value. Answer common questions, solve problems you can solve through videos, blog articles, downloadable podcast audios – any format that is easily consumable.

Give them bite size information on how to get the results they’re looking for.

Don’t worry about giving your “secrets” away for free – the more generous you are in your content marketing, the higher the degree of trust and rapport you’ll build with your prospects.

That way, they’ll want to work with you before even seeing an offer from you.

What you need to do is simple: provide valuable content, engage your followers by being a little bit interactive (answer their questions, participate in forums and Facebook / LinkedIn groups or create your own) – and solve their problems in advance.

If you do that, they’ll want to do business with you.

My hope is that after reading this article, you’ll re-evaluate where you’re spending your time, money and energy online.

Start offering great value, superb content and before you know it, you’ll have more leads than in the previous months combined.

If you’d like help with putting this strategy into practice in your business, give us a call at 1300 680 223. We can help.