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Get Ready Buyers & Sell More

Written by: Cheryl A. Clausen

Article Overview: The good news is you have potential clients contacting you. The bad news is you may have so many highly qualified potential buyers contacting you that you don’t know who to reach out to first. I know this is a problem you’ve been waiting to have.

Get Ready Buyers & Sell More

The good news is you have potential clients contacting you. The bad news is you may have so many highly qualified potential buyers contacting you that you don’t know who to reach out to first. I know this is a problem you’ve been waiting to have.

Those potential buyers came to you because they took the action you asked them to take. That’s great news. The challenge is you aren’t sure how ready those potential buyers are to make a purchasing decision.

You can control who you send your sales and marketing communications to. You can control the message. What you can’t control is the stage the person receiving your message may be in the buying process.

There are four stages of buyer readiness. There are people who have no knowledge or interest in what you can do for them. They won’t respond to your message.

Some people have some awareness of what you can do for them and some awareness of their need for that offer; however, they aren’t ready to do anything about it. These folks aren’t likely to respond. Some of the people who receive your message are aware they want what you have to offer and they’re in the information gathering stage. They respond to your offer. They just aren’t to buy yet.

Ready buyers want what you have and they’re looking to buy immediately. Obviously you want to get to these folks as fast as possible. That means you have to help them take a next action.

The first action was low risk high value. It helped you identify them as people who are interested in what you have to offer. It didn’t help you identify how ready they are to buy.

The next action should help them select themselves as ready buyers. The next action must follow a logical extension from the first action. It shouldn’t scare off those who aren’t ready to buy just yet.

Here’s a simple example. Let’s say you sell window blinds. The first action is completing a request form to get color and fabric samples. Once the potential client receives those samples they also get an offer to get a free tool to measure their windows. This offer might also include a checkbox indicating you’d like to speak with a window consultant to get free assistance choosing your window coverings.

The people who responded to the request for samples are interested in your window blinds or they wouldn’t complete the request. If they take the next action to get the measuring device you know this is a serious buyer. If they further indicate they want to talk with a consultant this is someone who deserves immediate attention.

Apply these concepts to your offer and discover the ready buyers.

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Article Tags: bad news, fabric samples, great news, information gathering, logical extension, marketing communications, ready buyers, sales and marketing, window blinds



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Re: Are You Complying with the FTC? - [quote="ideasuniversity":2shwf6gr]A lot online marketers will run to Cyprus and other Islands to do their businesses. FTC rule or no rule the Internet is a global thing and still a wild wild west. Buyers should be careful and do due diligent before buying anything online[/quote:2shwf6gr] Exactly. The consumers should have enough common sense to check out a program or product before buying it if they're worried it might be a scam. There's plenty of resources available to aide them in the process. But, unfortunately, everyone must suffer regardless.
Re: When do entrepreneurs retire, if ever? - Why would you ever retire when you love what you are doing? Sell the business and start another one maybe - but retire - NEVER! You should all read, The 4 Hour Work Week - By Timothy Ferris. He talks about building your business so that you can take mini 'retirement's throughout your life, instead of saving it all up for when you are old. Great concept - what do you think??


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