The problem with a lot of marketing is that we make our prospects the wrong offers at the wrong times.
There is a model I train people on called the ‘larger market formula’ which is essentially a marketing funnel turned upside down.
At any one given time:
3% of your market are ready to buy now
17% are in information gathering mode
20% are problem aware
60% are not problem aware
When our marketing speaks to problems, we need to offer information.
When are marketing speaks to information, we need to offer information and a way to ‘buy now’.
But if the only call to action I have on my posts, content, website, is to schedule a call or ‘buy now’ without any additional guidance, I’m missing a giant part of the market who would likely be ready to buy.
The point is, respect the buying process. Guide people through the buying stages and show them how they can solve their problems.
How? Offer valuable pieces of content on autopilot (sometimes referred to as lead magnets).
You’ll open up much bigger markets this way.
