Be The Rock in The River on Your Buyers Journey

Believe You Can!

The 90-Day Mono-Maniacs  It's basic: Good morning, class! What does the water in a river "have" to do if a rock is in the middle of it? Correct... the water has to go around the rock to keep flowing. Your mission?  Be the rock in the river of a client's buying journey. Yesterday's exercise was to take a look and evaluate the journey your prospects/buyers are on before they decide to buy your offering.   Did you assess when it began and how it evolved into a sale...a new client?  Did you notice that most of your sales resulted from 'nurturing' vs. a "one-call close?"  Depending on when you make contact with a potential client...you may sell them now or later. Real estate is a good example... An agent: Some agents are fixated on getting a sale now, while others are fixated on a customer for life. Prospect One: Some folks decide it will be time to retire a year from now, and they want to downsize so they can travel more with fewer headaches.   When does their buying journey begin and by knowing that, when would be a good time to market your services to them? Prospect Two: Now, some folks decided to downsize a year ago, and it's now time to put their house on the market.  By knowing that, when would be a good to reach out to them and offer a helping hand? Let's now assume you have this retiree in your database. The question is... is the agent prepared to help them?  Because the retiree is in the agents' database... ...will they call that agent to help them when the time is right for them to sell and buy? That depends on the agent's business fixation at the time of this message being written. Agent One: If the customer-for-life thing is a part of the agents' business plan... meaning they are consistently "nurturing" their database with value,  the chances are good the prospect calls them for help. Agent Two: If the agent is ONLY looking for the sale now... your guess is as good as ours if the agent will get the retiree as a client. To be transparent... because Agent Two does not do what Agent One does... it does not mean that Agent Two will never get the retiree as a client because the agent could cold call (yikes) and run across the retiree or the retiree could have listed their house with a terrible agent who happened to call at the right time.  The BIG question is... why not have the best of both worlds? To button this point up...and actions steps: If you want more certainty in your business... knowing the buying journey that people are on will give you that. When you are in front of the decision to buy and you are not obscure, you can dramatically improve the chances you will be the chosen one. The action steps that are highly recommended and easy, if you like easy: 1.  Do a weekly email:  Send value not a "pitch only" email.  Did we say weekly??????? 2.  Do a daily post on social.  If you plan your email, you can take that email and post segments of it on social. (i.e. "5 steps to ___BLANK___ that will save you time and money." - Day 1, post step 1. Day 2, post step 2. and so on...) 3.  Offer a "call to action" in your emails and posts:  The PS on an email and social... 'learn more, comment, or subscribe'... 4.  Do not think that emailing and posting weekly and daily is too much.  The open rates on a decent email range from 25-40%. That means that 75-60% of the people may eventually open your email.  Some NEVER! If you are concerned... call the Personal Injury Attorney who has up to 5 billboards every 2 miles on a freeway.  You can call them with your iPhone or Android you bought because of the 1000 commercials and billboards you saw being offered by AT&T, T-Mobile...and Verizon.  (Don't worry... these won't work for your business! Just sayin')  #5. This should be #1 but for time and memory... clean up your database, get a decent CRM, and study the emails and posts of other creators and model th