subject: Know Your Prospect – Step Back and Look at the Bigger Picture [print this page] Know Your Prospect Step Back and Look at the Bigger Picture
Are you like me, one who has spent thousands of dollars on sales and marketing training over the past few years? If you are serious about your business, you have invested that and much more. Maybe you can relate to others experiences, you've experienced information overload at some point in time. Have there been times that you've left those classes, seminars, and mastermind groups feeling like some critical element is missing? Over the years I have had access to the best information, the greatest teachers and the best coaches. I've looked at many aspects of my business and came to the most important conclusion; I needed to step back for a moment. In doing so, I got to know the most important component of my business: my prospects.
Like me, you've done your homework. You know your stuff and you are wildly passionate about what you bring to your audience. What you offer has the ability to transform lives and help business owners all over the country (perhaps, even around the world). It's like the ripple effect when you drop a pebble in a pond. Like many in business, you are dedicated enough to stick with it despite the ups and downs.
When you pour your heart into your writing and speaking, it's a given that you want to see great results. There are people out there who need you and don't always take advantage of your amazing offers. Sometimes they don't fully understand what value you can truly bring to them. Have you been there? I have.
You begin to ask yourself What is that elusive something that you still need to launch your business into a state of continuous action? Is the concept incredibly simple, yet difficult to put your finger on? In the past, I've shared my secrets on the art of Attraction Marketing while gathering terrific training. But, what I haven't touched upon much is the research I've done on my prospects. You see, what you are really trying to uncover is their greatest pains, the issues that they are experiencing that make them need your product or service.
Today, I'm here to tell you what works. Try to make every effort count by starting with a full-blown, precision-focused, three-dimensional concept of exactly what your prospect looks like and how to talk to them. The first rule of copywriting is to know your audience. It's also the first rule of speaking, selling, training, and coaching. It applies to building an MLM following, or growing your online business. Some of you may have brick and mortar business, this applies to you as well.
What's out there to help you do it? Studies have been done on demographics, and don't forget, there's the charts and statistics So why then does your prospect remain an unknown? When you make the effort to define your high-profile prospects, you will find that it's like striking oil. When you discover the secret, hold on to that information, it's what will set you apart from all others.
Knowing your prospect opens up a whole new world. So, go ahead and make your emails magnetic, your blog posts electric, and your sales calls irresistible. Present information that is relevant to them. Knowing exactly who your prospect is and what they need will transform your business dramatically. Make sure you are the business owner who sits down and thinks through this process. Nail down their identity and write just for them.
To attract buyers like bees to honey, it's imperative for marketers to really understand who their buyers are, their critical priorities, and what they need to know to make a purchase decision. Understand that your prospect doesn't need a sales pitch, instead, they need and want to be helped!
