Do you want to know more about how you can unlock millions of leads and customers for your business? Then read further…
When it comes to marketing your business both online and offline, people tend to get so sidetracked by which channels to use, which products or services to promote, which photos or artwork to use, and which sales ads will work best.
We totally forget the basic fundamentals of how we as humans connect and engage with each other during this process.
Let’s unbundle the leads and customer process
As humans, we all have a need for something, whether it be a need for something new or fixing something old.
We are always “needing” something, even when we don’t think so, it’s just part of being human.
Welcome to the human experience LOL!
Often, we don’t even know that we need something, or that something is broken or out of date until we see something or someone which triggers those heartstrings of “want” and “need”.
Should you sell more aggressively?
But, more often than not, the mistake we make as business owners or even employees, is that we try and sell, sell, sell, and even when they say no thank you, we go and, yes, you guessed it, WE GO AND SELL SOME MORE, despite it being the wrong time.
To us, as business owners, this might sound great, but at what cost are we doing this? Let us take you on a journey of unlocking millions of leads for your business.
I need to be very clear on this cost, and it’s called opportunity cost…
Trying to repeatedly shove your product or service in the faces of leads and customers is going to cost you dearly.
Plain and simple – it is going to cost you that customer.
Yes, they might buy just to get you to go away…
But I can almost promise you…
This means he isn’t going to be referring his friends and family to you either.
In fact, the only thing he or she is probably going to do is tell EVERYONE he knows, to NOT go anywhere near you and your product!
So, this opportunity cost you leads and customers, instead of seeing the opportunity, and realizing they aren’t ready to buy right now, and then using the opportunity to build a customer instead of trying to shove your products down their throats, this opportunity would then not have resulted in you losing your customer.
Let’s take a step back and talk a little bit more about how we actually buy from people and not so much from businesses.
As humans, we all follow a basic process before making a purchase, and yes, almost all purchases happen through an emotional decision-making process, while engaging with another human.
Why else do you think it has become a booming business for psychologists who specialize in buying behaviour?!
The 3-step buying process to get leads and customers
This buying or decision–making process follows 3 main stages. The first stage is known as the Relate stage, the second is the Amplify stage, and the final stage is called the Solve stage.
We need to relate to our prospects and understand their pain and needs for something.
This is like having a conversation with someone you have just met at a networking event. Once the conversation gets to a point where the prospect starts telling you about the need or problem they have, our job is not to sell a solution to them but to relate to that need.
We can say things like, “Yes Mark, I understand where you are coming from, I have also had the same problem before”.
This is known as mirroring, and humans open up more easily and build better relationships faster with people who share the same needs and problems they have.
Think of it like this, the friends we choose are the people who like or do the same things we do, so in other words, we relate to each other. The same goes for customers.
By now the prospect has opened up to you, and they have told you all about their needs and wants.
You have related to them regarding this need, do NOT sell to them at this point! This middle position has set you up for a perfect opportunity to amplify the situation.
Worsen the situation
Remember that Mark has a need or a problem he wants to fix, and we have had the same problem before, but we have already fixed or filled that need for ourselves.
The famous quote: “Knowledge is power!”, comes into play here. You have something they need and want, and you “know” how to fix their problem, because you speak from experience.
So, next, we will tell Mark more about how before fixing this problem, things got a lot worse for us, as we did not realize that leaving this problem would escalate and eventually cost us 10 X more, due to us not fixing this as quick as we should have.
My cousin’s fridge was starting to show signs of packing up (needing fixing or needing a new one), one day it would work, and the next it wouldn’t. Instead of getting an electrician, she wanted to try fiddle and fix it herself, at the end of the day, all her food in the freezer went off, including 2 months’ worth of expensive meat, and roughly $ 300 in total was lost.
She ended up having to buy a whole new fridge at 5k anyway! Just because she thought she would be clever and fix it herself instead of buying a new one…
- Cost of food going off – $ 200
- The cost of the new fridge – $ 500
- Then, the COST OF STUPIDITY – PRICELESS
But okay, back to amplifying this new “friend” or “connection’s” problem…
This has planted the first seed in our prospects’ minds, they know now that things can drastically escalate if they don’t take immediate action, and thus has prepped them for our last step in the process.
Solve the problem stage
So, let’s just be clear on this…
Now, and only now, is the perfect time to offer your solution and…
Make the sale
If you have followed the Relate, and Amplify methods which I mentioned above, then this last stage is going to be a walk in the park for you my friend!
The prospect will now understand that the need or problem they have, is a lot bigger than they thought, and knowing that you have been there, and have already fixed it, naturally, they are going to ask you the million-dollar question…
How did you fix it?
And just a subtle hint for you here…
Obviously in a non-tacky and “force-down-their-throat” way.
Now is your time to make the sale!!!
But you are going to find that you really don’t have to sell that hard, as the prospect will pretty much ask you for the sale, due to the groundwork you have already laid down in the previous stages.
Take some time, and think about your experiences over the years when buying something, can you spot the same process? Or were you one of the lucky millions to have a product forced down your throat?
The secret to unlocking leads and customers
The secret to unlocking millions of leads and customers is in this process and has been used since the beginning of time.
The businesses that implement this process into their business marketing processes are the ones that get 80% of all the customers from the market.
So, STOP selling, and start engaging, that is, if you want to sweep in the 80% of paying customers!
And be genuine when you are engaging with people, that really does make all the difference, as people can pick up very quickly when you are fake, and only talk to them because you want something.
Don’t be like that!
Be real, be authentic, be you.
So, what’s next?
Make use of the RAS Model which I describe below for your digital marketing strategy or any sales process you follow.
You can use this process if you are a startup a large corporate company. The size of your business changes nothing, on how to Unlock Millions Of Leads & Customers For Your Business.
The RAS model for customer acquisition
Step 1 – Relate
To achieve the first step, use a Facebook post engagement campaign. Create a bit of content that will get the conversation started, invite people to comment under the Facebook post with a question, for example, “Have you had this problem before?”, or “Comment “yes” if you have had this problem before in your business”.
Step 2 – Amplify
Next, create a case study of a customer you have, who has had the same problem which your prospects could be facing, and allow people to download this case study or view it on your website.
Note that you can also use case studies from other businesses if you don’t have any of your own.
All we want to achieve is to amplify our prospects’ needs or problems. Use a Facebook post engagement for this stage again.
Step 3 – Solve
This last step has two different sections, and you will have to decide which type of value proposition you are offering.
The goal here is to gain a sale or a qualified lead. Use a campaign called Facebook Lead Generation for this stage.
If you offer a service, then you will need to offer a lead magnet, such as a Free quote, consultation, or brochure that can be downloaded.
For your prospect to gain this info or free service, they will need to provide you with their contact details, and their permission (consent) to have you contact them.
Due to all the groundwork laid down before, you will experience huge changes in your business. Not only have you landed a new highly qualified lead, but you have also created a lead. What’s more this lead, will need less convincing to buy from you.
I can almost guarantee you, that if you use this simple process in your digital marketing, the visible change will be inevitable. Engagement between you, your prospects and leads, will be noticeable. You will also start to see more people buying from you, becoming your customers!
Here’s a challenge for unlocking leads and customers for your business:
- Develop a clear understanding of your target audience: Identify the characteristics of your ideal customers, including their demographics, behaviours, interests, and pain points. Use this information to craft a message that resonates with them and addresses their needs.
- Create valuable content: Develop content that provides value to your target audience, such as blog posts, e-books, webinars, or videos. Use this content to attract and engage potential leads.
- Optimize your website: Make sure your website is optimized for lead generation, including clear calls to action, easy navigation, and a streamlined checkout process. Use tools like landing pages and lead magnets to capture leads’ contact information.
- Leverage social media: Use social media platforms like Facebook, Twitter, and LinkedIn to reach your target audience and promote your content. Consider running targeted social media ads to reach a wider audience.
- Implement email marketing: Use email marketing to nurture leads and build relationships with potential customers. Create targeted email campaigns based on subscribers’ interests and behaviours.
- Measure and adjust: Track your lead generation and customer acquisition efforts using analytics tools like Google Analytics or HubSpot. Use this data to adjust your strategy and optimize your efforts for maximum impact.
Remember, generating leads and acquiring customers is an ongoing process that requires consistent effort and attention. Don’t be afraid to experiment and try new tactics to see what works best for your business. Keep your focus on providing value to your customers and building strong relationships, and the leads and customers will follow.
If you need assistance in creating a great UX experience for your website and funnel click on this link and make contact with us.