What To Say In Your Marketing, To Get People To Buy
So you’re a business owner and entrepreneur marketer and you’re trying to figure out what should you be saying to get these people to buy –
Cuz you’re out you’re trying to make some money right?
Before you go too far, take a step back and ask yourself this question – this person whose money you’re trying to get “how old are they?”
Is he a he? Is she is she? How much money does she make? Is she married? Does she have kids? Where does she live?
We call all of this, “demographics”. Super Useful.
Now demographics are a good start but if you want the secret sauce then you got to come a little closer. There we go!
Demographics is all about the stuff on the outside, but psychographics is about the stuff that’s in your head and in your heart. That’s the stuff that really gets people motivated to buy from you.
This woman what does she really believe? What are her priorities? What’s her worldview and which political party does she support?
We’re getting closer to understanding this person.
What keeps her awake at night and this problem that you’re trying to solve for her how does it make her feel? Angry? Afraid? Does it make her feel insecure and unattractive?
Psychographics can go pretty deep but the idea is that you have to understand the internal world of your potential customer. What really moves this person and keeps them awake at night? What motivates them or what gets them excited? What’s really scaring them right now?
That’s the stuff that you should be crafting your marketing message around and that’s the first step in figuring out, what you should be saying in your marketing. It’s powerful stuff my friend and with great power comes great responsibility.
What Is A Marketing Funnel & Why Should I Even Care?
Most businesses on Facebook can get likes, comments and even some fans, but very few know how to actually get customers. Clients.
You know why?
Cuz they don’t understand anything about how critical a marketing funnel is for social media success… well, that’s about to change for you…
I’ll explain it all in the video below.
Listen, you didn’t start your business to get meaningless likes from Mark Zuckerburg right? Maybe it’s time you put the magic of a digital marketing funnel to work.
Need some help with that? Get in touch.
Hey guys what’s up this is Max Soutter and today I want to take a moment and answer one of the questions I get most frequently it’s a really really important question it’s powerful because the understanding of this one can radically change, it can multiply the kind of results that you’re getting with your marketing I’ve seen people grow their businesses and grow their marketing results five hundred even a thousand percent almost overnight in some cases just by understanding this particular thing so that’s why it’s so important and I’m excited to share it with you today.
So here’s the question -“Max what is a marketing funnel?”
The reason this question comes up so often is because if you’ve watched my videos in the past or a lot of my content online, then you’d have heard me talk about or mention this term many times – marketing funnels and cognitive expense marketing funnels (if you very advanced) but what is a marketing funnel and why is it so important and why do you absolutely have to have one in your business?
Let’s get going – so I guess the first thing and I want to take sort of a roundabout route in explaining this rather than just give you a simple definition because I want you to be able to really grasp the concept so here we go one of the most important aspects of marketing if it’s your marketers and get results is that you align your marketing align your with its digital marketing or offline marketing doesn’t matter what the medium is but you must align it to the way that people actually make buying decisions does that make sense so it’s going to be congruent with the way people naturally make buying decisions decisions in your marketplace that’s what makes your marketing effective and when you are at odds with the way the decisions are made in your markets that’s when you’re going to find yourself getting likes getting comments maybe even getting shares but you’re not making any money and that’s one of the biggest frustrations I see a lot of people have with their social media marketing look everybody’s liking our page but they’re not actually buying anything from us why is this that’s why I’m marketing funnel is so important because one of the things about a marketing funnel is that it acknowledges the reality of how people actually make buying decisions in your marketplace
Let me give you an example of one particular aspect of a marketing funnel that does this for you now you know for example that and this is kind of common sense most marketers understand hopefully but most people understand it as well is that people don’t make a buying decision from you immediately upon first exposure to your marketing in other words people don’t just grow from hearing about you today for the first time and then immediately taking out their wallet and they want to buy from you straightaway that really happens really doesn’t happen like that for most businesses and for most types of products and there’s a reason for that the reason is because people need to go on some kind of is a particular type of journey there’s an emotional journey it’s a psychological journey there’s an internal journey that you need to take your prospect on before they can arrive at a buying decision think about it one of the last time you saw a bull boat or saw an ad in the newspaper and immediately took out your wallet or immediately drove to the place to can make that purchase straightaway it’s very really really especially if you’re hearing about that product or that vendor for the first time right this is very really that those kinds of things work like marketing works like that and the reason is because the several things pieces that need to be in place before people make buying decisions think about it for example credibility they’ve got to believe that you are going to fulfill your promise they’ve got to believe that the product can actually solve their problem so credibility is important sometimes it’s an issue of desire their desire has to be Coast’s they’ve got to see the benefits and the value that you bring into their lives into their situations before they’ll make the buying decision sometimes and in addition to all of that it’s about demonstrating the superiority of your offer versus competitors offers sometimes it’s about establishing the buying belief there’s all kinds of things that come into play but the point is that you’ve got to take people on an internal journey before they can actually arrive and a buying decision a marketing funnel acknowledges this a marketing funnel acknowledges the reality that people are gonna have to go on a journey internally and externally before they can actually arrive at a buying decision in your favor
So what a marketing funnel does essentially is it takes people from through what we call the three different levels of awareness basically from awareness which is the first thing I’ve never heard about you don’t care I’ve never heard of your product or your service you pick but they become aware of you maybe it’s through Facebook maybe it’s through email maybe is through and ad on the radio on TV but they become aware of you for the first time unaware of what you have to offer but once become aware of you they still not ready to make the purchase then they’ve gotta go into a consideration friends they’re thinking about your competitor versus you they’re thinking about other options that they have they’re thinking today really in two part with the money they’re thinking about all kinds of things it’s a consideration stage and then they finally arrive at a decision stage and then that’s when they’re ready to take action and actually make a purchase so and marketing funnel acknowledges this journey that they need to go through awareness consideration and then finally a decision process and so what a marketing funnel really is for those of you looking for a definition is that it’s a communication it’s a series of communication pieces and essentially move your prospect move your market through these different stages rules your market through the awareness consideration decision stage and the way that it deficits by providing a series or a sequence of content or sequence of communication pieces to your prospect to your market so that it moves them through these different through these different stages some one piece might be about in explaining the value of your service explaining the value of what you have to offer helping them understand their problem another piece might be establishing your credibility another piece might be and so on and so forth I hope that makes sense it’s a really really powerful thing now you might have seen something like this online if you do a lot of google searching on what and and looking for results and surfing the internet you probably would have come across a situation where you wanted a particular type of information because somebody put it out there it is how to do this thing that you want to do and then instead of just giving it to you what they said is give us your email address and your number or your name so that we can send the information to you why did they do that it’s because usually one of the first stages of a marketing funnel is to capture the information of the person that you want to send a series of communication pieces to you want to capture the information the reason you want to capture the information is because that’s what makes it efficient and easy for you to deliver the sequence of communication pieces so that they can arrive at the buying decision after they’ve gone through those various stages of awareness does that make sense
This is the exact opposite of a lot of what a lot of people are doing on Facebook they essentially just posting stuff. On Monday we post about this product on Tuesday we post about this product Wednesday we post about did you know we’re posting a joke on Saturday we’re posting a happy anniversary oh happy whatever do you see what I’m saying it’s just these disjointed pieces of content that never really result in actual results and never results in actual sales because they’re not an actual funnel because it’s not taking people on a journey so that’s what a marketing funnel is is a series of communication pieces designed specifically to take people from hey I’ve never heard about you and I don’t care all the way through to I’m ready to make a buying decision and even become an advocate of your brand it’s an incredibly powerful thing and I’m going to share a little bit more about this as time goes on and then when we get advanced I’m gonna teach you about how to design the kind of marketing funnel because not all marketing funnels are created equal but the kind of marketing funnel that can get you the exact kind of results especially here in this country where things are slightly different to what you might be used to seeing you know on Facebook or from other gurus out there that are teaching in different contexts and in different scenarios so that’s basically what a marketing funnel is
I hope you understand that I hope you can grasp the concept feel free to ask questions I’m always available when I can to answer questions and to help you understand these things because they’re super super powerful and they can transform your marketing but in the meantime I’m Max Soutter and I am out
5 Main Reasons People Won’t Buy From You In 2019
In 2019 here are the 5 main reasons people won’t buy from you. I could write the whole day about each of these, but here’s the short version.
- They don’t want what you’re selling – Your product is trash, or else you’re just not solving a problem they care enough about. Great marketing of a poor product is one of the fastest ways to destroy your company. You’ll turbo charge your own negative word of mouth – especially in this digital world we live in. If the value of your product isn’t immediately obvious, all hope is not lost. You’ll need to engage in some education based marketing. Take the opportunity to teach prospects about the problem as well as you unique solution over time.
- They don’t know that you’ve got it – You need to get louder, clearer and more consistent. Let me ask you a question, how many of your Facebook friends actually know what you do? Oh…they’re not in your target market? Fair enough, but how many decision makers and those who influence them actually know you exist?
- They don’t want it from you – You need to re-position yourself. If you’ve got a terrible reputation, a weak offer or a really strong competitor, this can happen quite easily. People who want what you’re selling don’t want it from you.
- They don’t believe you – You need to raise your credibility. If people don’t believe the claims and promises you make in your marketing, you’re in trouble. This happens more often than you might think. Back up your claims with proof and make your promises more believable – for example, by being more specific. If you can’t do that, make sure you have a ridiculously strong “risk reversal”, or guarantee.
- They can’t afford you – You need to improve your market targeting or work on the perception of your product or make it easier to buy. Of course, pricing is a huge part of your positioning or marketing strategy
Most entrepreneurs or businesses i work with are losing money in two or three of these areas. You?
Why Only “Cognitive Expense Management” Can Save Your Marketing In 2018
Welcome to 2018, whoopie! So , in case you hadn’t noticed, marketing has changed since 2007. One of those changes is something that most experts, personal brands and businesses just never seem to get…
See, over the years I’ve noticed how the average “marketing methodologies” and funnels have become so “energy intensive” you’ll need a well deserved vacation before they even reach the buy button… and that’s why your customers usually don’t get there.
Truth is the average customer is usually far too exhausted to pay attention to your pitch by the time you actually ask them for the order. Continue reading “Why Only “Cognitive Expense Management” Can Save Your Marketing In 2018″
The 2 Reasons Entrepreneurs End Up Blending In…And Suffering For It
It might feel safe, but it’s stupid…dangerous actually. Yet, it’s exactly what so many entrepreneurs and marketers do.
Blend in. Talk & Act Just Like Their Competitors.
Some because they’re clueless. Most because they’re scared.
If you’re clueless, well, good news, i’m about to introduce you to a simple marketing tool that’ll help you stand out from your competitors.
But if you’re scared Continue reading “The 2 Reasons Entrepreneurs End Up Blending In…And Suffering For It”