Influencers
This is why we create Buyer Personas based on our ideal targeted customers.
Any of these will work:
What is - to better understand our ideal customers?
What is to find the right content to share?
What is to communicate to other departments what our customers like about us?
What is to find more customers like them.
This is what happens after the buyer leaves the dream phase.
What is the explore phase?
This is where our buyers go after the explore phase.
What is the Inquire phase?
When your buyer leaves the Inquire phase, where do they go?
What is the decide phase?
This is the percent of the purchaser's journey that is typically completed before a salesperson is involved.
What is 80%?
These are 3 of the common traits of successful influencers.
What is trustworthy, know their audience, experts, clear, helpful, credible, visionaries (any 3)?
This is the strategy we use when our buyers are exploring.
What is share relevant content.
This is the strategy we use when our buyers are in the inquire phase.
What is to be first, fabulous and fearless?
This is the strategy we use when our buyers are in the decide phase?
What is be compelling, clear and confident?
This is one of the goals of the Influencer sales process.
What is to position yourself as an influencer - trusted, credible, knowledgeable?
This is one part of the sales process that Influencers can impact.
What is find more leads?
What is convert more leads?
What is increase total price paid?
What is create advocates?
What is increase revenues?
Any of those answers will work!
This is why we share relevant content in the explore phase.
What is create relationships, be a valuable resource?
These are 2 of the tools we can use in the Inquire phase.
What is engaging emails, spark adobe videos or spark landing pages (or even unsplash.com)
Thees are 2 of the tools we can use to persuade our buyers in the decide phase.
What are proposals, grammarly, words that sell, readability, spark videos (any two).
Influencers know that people buy on THIS and then justify their purchase with THIS.
What is buy on emotion and justify with logic?
A prospect has the same meeting at the same hotel every year - and it isn't ours. Our strategy is to get them to do this.
What is question the status quo?
These are some of the tools we use in the explore phase.
What is LinkedIn?
What is Buzzsumo?
What is Feedier?
This is how many people are typically involved in the buying process now.
What is 5.4?
The initials EAWW stand for this which we should use when responding to prospect questions.
What is Empathize, Assure, What, Why?
73% of B2B buyers prefer sales professionals to be referred by someone they know so that is why we do this.
What is ask for referrals in our prospecting emails?
An example of a prospect in the dream phase would be this.
What is a couple who might be getting engaged, or a VP of purchasing who might need to find a new hotel partner, or a corporate meeting planner who has just been given a new meeting to plan?
This is the main intent or goal of sending a prospecting email to a buyer in the Explore phase
What is to get a referral?
This is the grade level we should be aiming for in our business writing.
What is 6-8th grade?
This is how we can evaluate what grade level our proposals are written.
What is the readability statistics or Flesch-Kinkaid Index?
These are the 6 components of a buyer persona.
What is role, goals, challenges, change drivers, change inhibitors and information sources?