Offer a free mini course: If you are in the business of monetizing your knowledge and expertise, a mini course is an excellent way to provide additional value to your visitors while also building your own image as an expert. Mini courses might take more work to create, but they also have the benefit of being perceived as more valuable than ebooks and PDFs.
No matter what kind of purchase we’re making or how much we intend to spend, all of us follow a relatively similar path when it comes to deciding what to buy. This buying process, or stages, was first introduced by John Dewey in 1910, but even now — more than 100 years later — it’s still the foundation of understanding buyer behavior and marketing funnel creation.
In this stage, your lead has made an educated decision to purchase your solution. In turn, your sales reps present proposals, terms of contract, and other agreements to successfully win their business. The outcome of the opportunity may sway either way— win or loss—depending on the prospect’s interests at this stage. Although sales reps set the table for success—handling sales objections and negotiations—when it comes to closing the deal, win rates are quite unpredictable.
Retail sites are a natural first option to set up online searches that will deliver listings right to your inbox. In my experience, finding below-market deals this way can be a bit challenging, though. Try to niche down your search with words like “needs TLC,” “investor special,” “as-is,” “fixer-upper,” and “sweat equity.” Alternatively, you may need to work harder to find the deal or negotiate to get a good price.
Now, you don’t need a massive advertising budget or a product that targets a basic human need to use this approach. Whether its a paid search ad that addresses the main reason behind someone’s search or a paid social ad that connects your target audience’s need to what you sell, good Stage 2 marketing helps people connect the dots between their pain and your solution.
Intent: To get to the intent stage, prospects must demonstrate that they are interested in buying a brand’s product. This can happen in a survey, after a product demo, or when a product is placed in the shopping cart on an ecommerce website. This is an opportunity for marketers to make a strong case for why their product is the best choice for a buyer.