HOW TO SNATCH FUTURE CUSTOMERS FROM YOUR COMPETITORS (AND DOMINATE YOUR MARKET)
May 6, 2024
If you want to drastically increase your sales… while spending the same (if not less) on your marketing, read on…
What I’m about to share with you is going to change the way you think about marketing forever.
It’s a simple thing you can do right now for free to drastically increase your current sales, while also piling up future buyers – Before they’re looking to buy.
The strategy is nothing revolutionary. In fact, all the 800-pound gorillas in your market are probably doing it right now.
Because it works. It works damn good.
Let’s begin…
FOUR TYPES OF CUSTOMERS
In the marketing space, there’s something we call “The 4 Stages Of Awareness.”
Assuming 100% of the “market” is people who have a specific problem –
3% – are people who are interested in making a purchase right now
17% – are people who are in ‘information-gathering’ mode
20% – are problem aware (meaning they know they need help), but aren’t actively researching how to solve that problem
60% – are not problem aware.
These are the 4 stages. And the issue is, most businesses – and most of your competition – appeal to only 1 of these: The 3% of people ready to buy now.
Should you spend some of your effort targeting that 3% that has their wallet out itching to make a purchase? Of course. But there’s still 97% of customers on the table.
And by ignoring them, you’re in the same bloody waters with your competition once they are in that 3%.
This is why you should spend just as much effort targeting that other 97% and moving them closer to making a purchase (And more importantly, a purchase from YOU).
But how?
Before we get into that, let’s address a common mistake I see all around me.
The thing is, some businesses DO know about the other 97%, but go about targeting them all WRONG.
And before you learn the correct way to go about it and double your sales, make sure you aren’t making the same mistake.
ADDRESSING THE BS
A lot of marketing ‘gurus’ online will tell you that in order to be ‘top of mind’ for your customers, you need to paste your brand everywhere you can.
On vans. On T-Shirts. All on social media.
Some even tell you to run ads with the purpose of ‘being memorable.’ Ads with no CTA (call to action) or offer.
I’m here to tell you, that’s all BS.
It’s an attractive concept since they purport the ease of pasting your logo everywhere like McDonalds, and have you thinking you’re actually getting closer to more sales.
They are selling the “easy button”, and it’s not until you press the damn thing and nothing happens that you realize that the button ain’t working!
The whole concept is a load of garbage, and I envy these “gurus” ability to get up in the morning and with a straight face sell this dream.
THE RIGHT WAY TO GO ABOUT IT
The real way to appeal to the prospects that fall in that 97% – is to establish yourself as someone they can trust.
And how do you do that?
By a) providing value, and b) building trust.
There’s many ways to do this such as guest posts on industry blogs, answering tough questions on forums like Quora, going on Facebook Live and answering audience questions…
But the best way is to publish a lead magnet.
Lead magnets come in multiple forms –
- Free reports
- Ebooks
- Videos
- Work-sheets
- Cheat sheets…but the goal of each format is the same:
You offer your customers incredible value (typically in the form of the solution to a problem they’re struggling with) while only asking for contact details in return.
Aka, the reason it’s called a “lead magnet.”
By using one for your business, you show your audience you’re dedicated to helping them – whether they make a purchase or not – which preps them to become customers down the line.
ONE BIG CAVEAT
If you want to double sales using this method, you need to provide REAL value. The lead magnet might be free, but the information you give away has to be worthwhile, valuable, and actually further your prospect’s cause.
Here are four tips for putting together the kind of lead magnet that will explode your sales:
- Catch Their Eye with a Strong Headline. Your headline needs to grab attention. If it's boring, no one will bother to download your lead magnet.
- Address Doubts Immediately. People online are often skeptical. Explain why you're giving this information for free and how it can help them. This will make them more likely to trust you.
- Answer Key Questions. Make sure your lead magnet answers important questions your audience has. Use clear subheaders so even people skimming can see the value.
- Include a Call to Action (CTA). Your lead magnet should be useful and educational, but remember its purpose is to generate leads. Add a CTA at the end to guide your audience to the next step.
By focusing on becoming an authority in your space, you’ll appeal to prospects in every stage of the research and buying cycle.
You’ll appeal to the 3% who’re ready to buy because they’ll want to buy from the best in the industry.
You’ll appeal to the 17% who are gathering information because they’ll stumble across all the value you’re adding in their research.
For the 20% of your audience who’s problem aware, you’ll get on their radar and help encourage them to start doing more research.
And for the 60% who aren’t problem aware, once they become problem aware, you’ll be there waiting with the solution to their problem.
This is a bullet-proof strategy that will both drive more leads into your business and help you turn more of those leads into sales.
Hope this helps.
Talk soon,
Max
WRITTEN BY
Max Masters
Founder & head of growth at Maxingrowth®. Dedicated entrepreneur and marketing specialist based in Columbus. Currently on a mission to make growing a local business easier, quicker, less stressful & more fun - for the thousands of folks who run them every day.
