How They Buy

Purchase Decision Process | No salesmen | Transparent Value

Don't Sell

To attract buyers, marketers must STOP SELLING.

Buyers are in control of the sales process and BUYERS DO NOT WANT TO BE SOLD.

Buyers want information. Thanks to the Internet, buyers have become aggressive consumers of information. In many cases, buyers know far more about you, your company and your product than your sales people do.

If you want to attract buyers, you have to stop selling, and start providing the information they want most.

Publish Valuable Content

Today's marketer is no longer in the sales business, they are in the publishing business.

To attract buyers, you need to think like the editor of a magazine. Your mission is to publish information or content that your readers (buyers) want to read.

The more frequently that buyers read your content, the more they trust you, your company and your products. Your readers then migrate to buyers.

Recruit Readers

As a publisher, your mission is to grow your readership or subscribers. To do this, you must promote your content.

How do you promote content? There are a wide range of methods, including:

Social networks (e.g. Facebook, LinkedIn)
Social content sharing sites (e.g. YouTube, Flickr, Slide Share)
Blogs (yours and others)
Your Web site
Email your customers

Share your content and announce the availability of new content via these channels.

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