10 May Stop Chasing Prospects
Wouldn’t it be nice to stop chasing your prospects and instead have them chase you? Right now you’re probably saying to yourself….ah yeah! Have you stopped to think about how many hours you’ve taken to put quotes or proposals together only to get a “no” or “not right now” response from your prospect? Really frustrating right? What if we told you it wasn’t your product, it wasn’t your service, you were just in front of the wrong prospects! Don’t bang your head on the table – the good thing is you’ve now realized this you can make a change and be in front of the ones who say “yes” and don’t even question your price or ask you to discount. Wouldn’t that be nice?
So let’s have a look at 3 reasons why you’re in the front of the wrong prospects:
- Wrong Target Market – Firstly you haven’t got clear on who you actually want to target. This has been the biggest ‘AHA” moment for our clients reaslising their customers aren’t the people they want to work with. If you think that your target market is just anyone who wants to buy from you then yes you’re only half right. Who are those people – what are their interests, what books do they ready, what gurus do they follow, why would they buy from you…these are all things you need to think about. If this is a first time for you then think about your favourite customer and what their interests are. This is an area that business owners don’t spend enough time thinking about. They get caught up with trying to sell to anyone. You want the “best” customers, the ones who love you and what you do and rave about you to their friends.
- Using the Wrong Lead Magnet – people are very skeptical to give away their personal details nowadays, even something as simple as their email address. People don’t want to get inundated with emails from a business and especially if the emails only contain information about things they weren’t even enquiring about in the first place. Smart businesses are now using “Lead Magnets” to engage with their leads and get people wanting to know about how they can help them. Lead Magnets including – whitepapers, articles, guides, workbooks, checklists…just to name a few. If you have the right Lead Magnet i.e. the right “hook” you will get the right leads into your sales funnel.
- Wrong Marketing Message – once you are clear on who you want to target, you can focus on getting your marketing messages right. Thinking a lot about your target market, what are their fears, frustrations, wants and aspirations? You are probably wondering why we are even thinking about this? Well because if we know who our ideal customer is, their biggest fear/frustration/challenge then we can create a message that lets them know that you have the solution just for them. You need to be able to articulate their problem better than they can.