Original & Authentic Connections To Buyers! ( 3 of 4 part series)
Welcome to part 3 of this series of articles on creating authentic messaging for authentic and strong connections to our buyers. This article keeps us moving along the buyer journey as shown here:
It’s a must to have our buyers know we exist by attracting them to us, but to move things forward a “connection” needs to happen…. that connection being one that isn’t directly about selling … as buyers in this stage may still not have any type of active need for our solutions.
So what makes a connection? Something that turns their head, catches their eye, calls for a high five ….. something that lets them know/feel that we “get them” .. and something that will build upon the trust established in the attraction stage by adding credibility.
We can get ideas by going to the results of our products & services and identifying a “specific” that will totally resonate with specific buyers. Then we choose our target buyer and match it to a targeted specific “moment” or “completion” or “favorite” or “an ideal” or “wish I could” .. etc. etc.
Another source of ideas is to go to the emotions that come with success and happiness within the industry / lifestyle / community that we share with our buyers. What are some specific matches that will appeal to those emotions … the four core emotions being physical, emotional, relational, and spiritual.
Again, we are not trying to sell the whole package, not even a piece of it. We are just looking for a “connection” for that one specific … nothing more!!! And we are not limited to one. We can have multiple specifics for multiple targets … but each one works on its own within our entire market.
To continue with my “fishing” analogy .. making a connection is the same as putting bait on the hook. If we put one type of bait on the hook trying to attract any or all of the multiple types of fish in our waters, they will all swim by (unless for some reason they are starving!!) They all swim by because there is nothing enticing enough to their tastes to bother biting.
When we target our choice of bait for a single type of fish within the multiple types in our waters, we have success! They bite! It’s like us as humans…. even if we are not hungry we find it impossible to pass up a bite of that chocolate cake, etc.
One more thought to remember … we just want them to bite, i.e. … “connect” and move the established awareness further along …building upon our initial trustworthiness and adding some credibility. Our buyers still don’t have to know what our business is even about! We are simply building relationships that will be in place when their seeded needs start to sprout and grow!
Active needs and engaging is in our next article .. and of course engaging & converting our prospects… all the while creating new, repeat and referral business.
Till then be …. #communicationsstrong
Here’s to your communications success!