I know this is older and its unfortunate I didn't come across this long ago but this is the most genius way to market and its no wonder why my advertising wasn't working. Thank you so much for keeping this up on RUclips.
Old school/uninventive sales • Fight for the switch • Fight against cancellation • Fight for conversions Focus on ideal customer and fight for them. Then they go from prospective customer to exhausted customer Then they fight harder! Then it’s a dead customer. Instead, determine the different ideal customers you have. Who are you talking to and why would they listen? Indirect sales: • Don’t lead with your inside baseball talk. Lead with what the prospect needs. Ask if they have a problem and explain how your solution can benefit them. Expand the market rather than just keep smacking the dead prospects. How do you know its working? • Why did you buy our product? • Have you ever bought a product like this before? When you plateau and start looking for new verticals. You need to find new groups of ideal customers and find a way to make them want to buy what you have to sell. 3 types of customer • The informed Lead with a unique feature Hyperaware of the market Start with unique features about your product of service Other direct, specific benefits that sets you apart • The afflicted They have the problem and are actively trying to solve it Lead with the problem • The unaware They have a problem and don’t know it yet The less you know the more broad you go Find out how you help each one Use different launches or programs to reach out to people with different problems your solution can help. Go after one after another. Ideally in quarterly sprints.
Man..this is soooo good Derek! Right on time...as I am trying to get better with writing content that "Speaks to a specific person" instead of the "Me too" stuff that is out there already. Thanks for sharing...
You know, Derek, I've watched this presentation like 3 time now. And every time i feel like i get it more. Trying to grow my design service agency and i am now sure i can use this stuff to do it.
I love the idea of asking the costumers if they already knew a similar product from a competitor because you can know exactly what type of costumer you have once you have the answer. I would add that knowing what your costumer wants and what profile does he fits in will help you sell more things for these costumers for a long time raising the lifetime value of every single costumer you have. Exploring the database of costumers you already have is something very few businesses do and it can dramatically improve profit as the cost to acquire that costumer is zero. Amazing video!
Derek! OMG! This is a great video! So much value for people into advanced marketing tactics. Most marketers get into the habit of doing what they already know how to do well. But if they stoppped for a minute and thought about how to do things in a better way - and you're touching upon this in an awesome way! - then the results can be A LOT better because they would stand out from the crowd. I appreciate this video! Thank you again for sharing it and for being so open with your methods!
I love that there isn’t just ONE ideal customer. Thinking about different reasons for why what you offer can solve a problem they have. Leading with the problems from indirect customers. Expanding your market. Super interesting.
It may seem like a simple take-away, but I've made a note that really need to cycle my marketing through the 3 types of customer during the calendar year. It really highlights for me how unfocused I've been when it comes to planning and executing my marketing calendar. Thanks, Derek!
The group I had planned to go after for inflammation reduction was people like me, in my age group, moms. I quickly found that the people that were attracted to my message were actually in their mid-50's and older. I realized that that market was a better market to go after. In their lifetimes, they've been through at least three or four switches on what they're actually supposed to eat. So they're confused. They're also less likely to be exposed to non-diet forms of inflammation reduction. I really like the idea of going after the afflicted and the oblivious, before going after the people that know what they're looking for. There's room for bigger impact, too!
I would really be interested to know what the different types of customers are that you identified for Social Triggers. It would be an awesome case study...
I've always intuitively felt that every marketer is saying the exact same freaking thing or using the same darn tactic. I'm starting to feel that being DIFFERENT is more effective than attacking the same so-called "pain point" that everyone is targeting. I mean I know everyone wants to lose 20 pounds of their stomach, but can't anyone find a fresher message than that?
I know this is older and its unfortunate I didn't come across this long ago but this is the most genius way to market and its no wonder why my advertising wasn't working. Thank you so much for keeping this up on RUclips.
Old school/uninventive sales
• Fight for the switch
• Fight against cancellation
• Fight for conversions
Focus on ideal customer and fight for them.
Then they go from prospective customer to exhausted customer
Then they fight harder!
Then it’s a dead customer.
Instead, determine the different ideal customers you have. Who are you talking to and why would they listen?
Indirect sales:
• Don’t lead with your inside baseball talk. Lead with what the prospect needs. Ask if they have a problem and explain how your solution can benefit them.
Expand the market rather than just keep smacking the dead prospects.
How do you know its working?
• Why did you buy our product?
• Have you ever bought a product like this before?
When you plateau and start looking for new verticals. You need to find new groups of ideal customers and find a way to make them want to buy what you have to sell.
3 types of customer
• The informed
Lead with a unique feature
Hyperaware of the market
Start with unique features about your product of service
Other direct, specific benefits that sets you apart
• The afflicted
They have the problem and are actively trying to solve it
Lead with the problem
• The unaware
They have a problem and don’t know it yet
The less you know the more broad you go
Find out how you help each one
Use different launches or programs to reach out to people with different problems your solution can help.
Go after one after another. Ideally in quarterly sprints.
Thank you for summing up! :) Great job!
Man..this is soooo good Derek! Right on time...as I am trying to get better with writing content that "Speaks to a specific person" instead of the "Me too" stuff that is out there already. Thanks for sharing...
You know, Derek, I've watched this presentation like 3 time now. And every time i feel like i get it more. Trying to grow my design service agency and i am now sure i can use this stuff to do it.
I love the idea of asking the costumers if they already knew a similar product from a competitor because you can know exactly what type of costumer you have once you have the answer. I would add that knowing what your costumer wants and what profile does he fits in will help you sell more things for these costumers for a long time raising the lifetime value of every single costumer you have. Exploring the database of costumers you already have is something very few businesses do and it can dramatically improve profit as the cost to acquire that costumer is zero. Amazing video!
Yes, addressing one type of customer for a quarter, and then cycling to the next! Thank you!
Getting people's attention through an indirect angle - brilliant! 😄
Well said! Thank you for sharing
I love the engagement with the audience at the beginning of this video.
Very actionable insights
Derek! OMG! This is a great video! So much value for people into advanced marketing tactics. Most marketers get into the habit of doing what they already know how to do well. But if they stoppped for a minute and thought about how to do things in a better way - and you're touching upon this in an awesome way! - then the results can be A LOT better because they would stand out from the crowd. I appreciate this video! Thank you again for sharing it and for being so open with your methods!
This was terrific Derek. Thanks so much!
I love that there isn’t just ONE ideal customer. Thinking about different reasons for why what you offer can solve a problem they have.
Leading with the problems from indirect customers. Expanding your market. Super interesting.
Going for newbies was a bit of a revelation for me, but as I think it through, I can see how it would be great for selling beauty products. Thank you.
It may seem like a simple take-away, but I've made a note that really need to cycle my marketing through the 3 types of customer during the calendar year. It really highlights for me how unfocused I've been when it comes to planning and executing my marketing calendar. Thanks, Derek!
The group I had planned to go after for inflammation reduction was people like me, in my age group, moms. I quickly found that the people that were attracted to my message were actually in their mid-50's and older. I realized that that market was a better market to go after.
In their lifetimes, they've been through at least three or four switches on what they're actually supposed to eat. So they're confused.
They're also less likely to be exposed to non-diet forms of inflammation reduction.
I really like the idea of going after the afflicted and the oblivious, before going after the people that know what they're looking for. There's room for bigger impact, too!
I would really be interested to know what the different types of customers are that you identified for Social Triggers. It would be an awesome case study...
I've always intuitively felt that every marketer is saying the exact same freaking thing or using the same darn tactic. I'm starting to feel that being DIFFERENT is more effective than attacking the same so-called "pain point" that everyone is targeting. I mean I know everyone wants to lose 20 pounds of their stomach, but can't anyone find a fresher message than that?