To make a priority shift your buyer needs trigger events . A trigger event is nothing more than a chance for you to shift consensus in your prospect. For example, let’s say that the old decision maker at your prospect leaves, giving way to a new decision maker who is open to doing things without any preconceived biases. There’s your big chance to get him to see the need for a shift away from the status quo.
The priority shift will occur faster when the gap affects their business more decisively
B2B buying process
#1 Opportunity for Improvement: This is the type that has the lowest urgency in your buyer’s mind, simply because he’s not bleeding. If the gap identified is of the type “profit improvement,” “productivity enhancer” or “simplification of processes,” etc., it will have the least impact simply because the reasonable objection is “We are happy with what we have,” or “If it ain’t broke, why fix it?”
#2 Threat of Deterioration of Current Status: This is the second-most powerful type of gap because it already positions the gap as a deterioration that will occur slowly but surely: “You are happy with what you have now, but just until your competitors finish eating your lunch.”
#3 Fear of Loss of Current Position: This is the most powerful type of gap and the most likely to trigger action. You’ll get a much speedier priority shift when the opportunity is positioned in a way that illustrates “how many sales & profits you are losing right now,” “this is how much money you are bleeding right now” or “visualize the bushels of money left on the table” types.
By being genuinely helpful during the awareness stage, you really will create an emotional connection and gain a good deal of trust from the prospect’s decision makers.
In fact, research supports this, as 65% of decision makers (read: executives) will go with the vendor that creates the buying vision very early on, during the status-quo part of the awareness step.
Key things you need to do to help your B2B singapore whatsapp number data 5 million client in the Awareness stage of their buying process:
Your blog will play a huge role in this stage because it’s completely open and immediately searchable and findable.
Promote your content widely and deeply
Don’t blog just about anything that comes to mind. Have a plan; work the plan. You have to think of your blog as if you were building a training center for your buyers. Think creating a strong drive? of how you would like your ideal buyer to be able to formulate his problem when he contacts you and then builds that content out.
Cut out all filler and useless content. Be useful. Be helpful.
Use social media to drive buyers onto your blog and alb directory your landing pages where they can check out articles and ebooks that can help them formulate their own problem. You can, for instance, send them insightful articles that expose their pain points through a friendly LinkedIn message. Heck, if Twitter’s more their thing, use that instead. Keep at it until you see a shift in your buyers’ behavior, whether that’s them visiting your website, downloading your free guide, taking the next step, etc.
Focus on topics that can give the buyers perspective on the industry data already available; expand on the industry facts and stats, but add your interpretation of those.