Here’s the approach that I use to come up with effective marketing tactics for my clients.
This question is really important because you can’t sell to someone you don’t know. These are some questions you may want to ask yourself
Step 2: Finding the Hot Buttons
Let’s say you’re selling a new patio cover to a homeowner. After doing the first two steps of this process you learn that the wife is the researcher and the decision maker (she writes the checks), but the husband is the influencer and the user of the backyard. Therefore, you’ll have to sell your patio cover benefits to wife and the husband. They’re different people, with different motivations.Because you’re selling to both, you need to include benefits for both in your marketing message.
Now you know who your ideal customer is, how he or she makes decisions, who else is involved in the decision making process, what motivates those people to take action, and how to reach them.
Now all you have to do is ……CLOSE!