7. There are 3 core buying stages: Stage #3 Showcase Your Expertise Stage #2 Present Solutions Stage #1 Educate Your Buyer
8. Stage #1: Educate the Buyer About the Problem Research Reports Benchmark Reports Blogs News Articles Press Releases Podcasts
9. Stage #2:Present Solutions To the Problem Best Practice Guides How-To Guides Handbooks Webinars PowerPoint Presentations
10. Stage #3: Showcase Your Own Expertise Success Stories Case Studies Testimonials Product Tours Total Cost of Ownership ROI Business Cases Collateral Sales Decks
11. (20) Social Media, (21) Website Copy, (22) Email (22) and (23) Videoprovide value in all three stages.
12. 24. You (and your team) are you own best advocate!
13. Make Your Crowd Move To Your Beat! For help, contact Karen McFarlane at www.karenmcfaralane.com.
Notas del editor
The trick to getting buyers to buy is to turn it into their idea. Don’t push your products or services onto your potential customers. Instead let them find you by providing great marketing content that educates them on problems they currently have or ones they didn’t even know they had.