After figuring out what your blockage points are in customer acquisition, you need to start solving them. An effective way is by getting into your customer’s heads and knowing the concerns they have at different stages of your sales process. Some of the most common customer concerns include: It is long and daunting to switch They don’t have time They don’t want to get spam emails They have other things to think about They currently have a product that takes care of what you offer Each of the concerns above represents a source of friction in your sales process. If you can map these out clearly and write them down, it will give you the information needed for taking the next step, which includes studying different things that may motivate them to take action or the next step in the process. Look at the concerns as the friction in the process. The motivations are the pulling forces you can use to overcome these sources of friction. The key is finding the right source of motivation to overcome the concerns your prospects have.
The motivation has to be powerful enough to get clients to Photo Restoration Service continue moving forward in your sales process. At this point, bringing in your most creative thinkers to come up with solutions is a must. Because customers have an aversion to being sold all the time and want control over the buying process, you can’t use old methods to move them through your sales funnel. You have to think creatively and outside the box to achieve the results you want. Issue: Getting New Traffic to Your Website A common blockage point for many businesses is found at the top of the funnel – getting found online. If you can’t even get a dialog started with your potential customer, you won’t ever have a chance to sell to them. A common misconception for some entrepreneurs is that people will come to it automatically if you build a website. With all the pressure of today’s always-on lifestyle, most buyers experience serious information overload. The most valuable commodity they have (that you want) is their attention and time. You won’t get their attention if you just build a website and hope it will spread and go viral – today, this simply isn’t reality. Now is the time to get to know some of your client’s concerns and motivations. Potential Concerns Want to avoid wasting time on something that’s not relevant or valuable immediately.
Don’t want to be sold to. If your site doesn’t appear on the first page of Google search, most people don’t look any further. Worry about if the best service or product has been found. Concern of if this is the best deal. Common Motivations While there are some concerns that most potential buyers will have, if they are searching for something, there is a source of motivation, too. Some sources of motivation include: They have a problem and want a solution. Friends have recommended a product, and they want to check it out too. If something is offered free, and it is valuable, then it is something they want. They want to learn more about something, even if it is unrelated to what you offer. They trust the consulting firm, individual, or review site is an expert and wants to know what they say about the product or service. They like sites that educate and entertain them on topics they are passionate about