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When Are Your Prospects Ready To Buy?

Sales people are very fond of the line “A no doesn’t necessarily mean no – it  may mean not now”.

This is very true.

Be there when your customers are ready to buy

As a marketer you don’t know what stage in the buying process your prospect is at. If they don’t respond to your approach, it may mean they won’t be interested ever or it may mean that they’re not interested right now.

The point is everyone is at different places in the buying cycle.

Understanding that buyers are continually at different stages reinforces the need you have to build relationships with your list of prospects because the better the relationship you have with your database the more likely they are to do business with you when they are ready to buy.

Here are five things you can do to continually introduce people to your business, establish a relationship with them and be ready when they are ready to buy.

Always have something to invite people to

This can be a webinar, a tele-seminar, a live event etc. Pick a topic or idea that relates to your product or service and get started. This helps you connect with many potential clients all at one time.

Build a community

Communities are powerful because they give people a sense of belonging to something. From a business standpoint, communities build credibility by establishing that other people like you and trust you.  Holding an event , creating a forum or getting them to “like” your Facebook page allows people to connect and engage with you.

Keep your name in front of your prospects by providing valuable content.

Once a lead is in your system, your objective is to create content that will keep your products, services and brand in front of them.  The key here is to give away something that your prospects perceive as having value–something that will benefit them or solve their problems.

Have multiple points of entry

Create multiple ways to introduce people to your products and services. One point of entry might be through your website.  You can also use free reports, books, events, referral strategies, speaking engagements, articles written for publications in your niche or industry as points of entry.

Use a variety of media channels

Once you have figured out different points of entry, send content in a variety of formats so that you are sure to hit your customers’ communication preference.

Different people like to be communicated with in different ways. Make sure you communicate in ways that will appeal to as many people as possible.

Remember to get more clients and make more sales, you need to have a lead generation system in place that will continually supply you with potential buyers in different stages of the buying process. Create a system that starts the conversation and makes a connection, and when it’s time for them to buy, you will be the only logical choice.