How It Works

What Buyers Want | How They Buy | How to Attract Buyers

How Buyer Centric Marketing Works

There are two parts of buyer centric marketing:

Understanding the sales transaction from the buyer's point-of-view and with the buyer's set of priorities.
Fulfilling those priorities or demands to the point where the buyer chooses you.

This goes beyond customer-centric marketing and voice-of-the-customer because there is no selling involved in this process.

Why You Need to Stop Selling

Buyer Centric Marketing is counter-intuitive for most marketers and therefore very difficult to consistently deliver.

To make it work, you have to stop selling and start educating. Buyer centric marketing informs your buyer until they have learned enough to choose you vs. your competitors.

Today, if you attempt to sell, your buyer will move on and the sale will be lost.

How to Be a Buyer Centric Marketer

Change hats—you're no longer selling, you're publishing.
Your prospects and customers are readers--your job is to build readership (followers, fans, subscribers).
Publish your content where buyers read it--on your web site, blog, news releases, social network, social content sharing sites, etc.
Buyers want to read about the following:
1. Answers to their important questions
2. How to solve their problems
3. How to do a specific task
Your mission is to build trust with your readers by publishing consistently valuable content and BY NEVER SELLING.

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