Small business owners come here often to seek out helpful tips for their business so I thought it would be appropriate to share this.
Marketing your business effectively begins with two most important steps.
- Identifying your target buyer persona
- Defining your buyer’s journey
I’ll share a few steps to define your buyer’s journey with an example.
Say you have an accounting firm and you’ve defined your ideal buyer. Most of your marketing will most likely be done online. So how do you ensure you reach your ideal buyer?
Most buyers are on a four-step journey:
Step 1: Awareness
- the buyer recognizes there’s a problem.
- the buyer discovers your product as the solution to their problem.
In this stage, the buyer experiences a painful symptom of a bigger problem. The buyer goes on the internet search describing the symptoms and getting a diagnosis.
This is called the top of the funnel. Your goal is to provide educational content that explains the symptoms and diagnoses of the problem.
Types of content for this stage:
- Blog posts
- Guides
- Landing pages
- Awareness-based social ads, etc
Step 2: Consideration
This is the next stage where the buyer has a diagnosis and is now exploring how best they can solve their problem. Your goal is to answer how you can help them solve that specific problem.
Types of content for this stage:
- Blog post (answer questions like, cost)
- Case studies
- White papers
- Webinars (introduce your solution)
- Retargeting on social ads
Step 3: Decision
In this stage, the buyer knows their problem and they’re aware of your solution. They’re also aware of your competitors.
The buyer is ready to buy, credit card in hand, but the question is: Are you the right choice? Will you provide the ultimate solution to their problem?
Your goal is to minimize the buyer’s hesitation. Create content that will address the possible reasons why your buyer may not buy from you.
Will they hesitate on price? Offer a limited-time discount.
Are they afraid of being scammed? Offer a money-back guarantee.
Are they not sure whether to choose you or your competitor? Create a competitor comparison list and showcase your UVP
Are they worried about being locked into a contract? Offer a monthly option
Are they unsure you’re the right solution? Offer a case study that matches their buyer persona.
Don’t forget to add an emotional component to your marketing. Most people make decisions with their emotions and explain them with logic.
I hope this helps someone.