So you’ve got the attention of your prospective buyers. The good news is that they now know of the existence of your business. The bad news is that they know far less than you think they know about your company. That’s because most of us are so busy, that we only have the capacity to think about our most pressing concerns.
Archive for the ‘Marketing communications programs’ Category
Shorten the sales cycle: one marketing message at a time
Thursday, August 21st, 2008Tags: brand, buying process, case study, clinician marketing, drip campaign, email marketing, email newsletter, marketing messages, physician practice marketing, sales cycle
Posted in Buying process model, How to, Marketing communications programs, Marketing strategy | 1 Comment »
Will prospective buyers turn to you when they’re ready to move forward?
Friday, August 8th, 2008Will prospective buyers turn to you when they’re ready to move forward?
Getting the sale depends on affirmatively answering all three of the following questions:
- Have they heard of your business?
- Do they know that you can address the problem?
- Will they remember you when it comes time to buy?
Brand awareness is not sufficient. Think back to your own experience.
Sure, you’ve lost sales because prospective buyers haven’t heard of your business. But, I’ll bet you’ve also lost business because prospective buyers just didn’t realize that you offered a particular product or service.
Tags: capturing attention, marketing messages, marketing research, messaging, raising awareness, sales cycle, target audience, trigger events, value proposition
Posted in Buying process model, How to, Marketing communications programs, Marketing strategy | No Comments »
Twitter