Frequently asked questions
FAQs asked by prospects
Lead generation is the process of gaining the interest of potential customers to increase future sales. It is a crucial part of the sales process for companies wishing to grow.
A lead is anyone who has shown interest in a company's products or services but may not yet be qualified to buy.
Most small businesses spend most of their marketing budget marketing to the one percent of their target market that is ready to buy as evidenced by a call to action for immediate communication. We help them to understand their ‘buyers’ journey’ and create a framework for their marketing that builds trust with the 99% of their target market which has embarked on the journey, but which is not ready to buy. By so doing they become the trusted partner in the process so that when the prospect is ready to buy, they are, almost inevitably, chosen as the recipient of the business.
For small business owners and senior managers networking is, by far, the best form of marketing. If you get a referral from someone that you ‘know, like and trust’ it is often pretty much a ‘done deal’. The downside of networking, however, is that there are only ’24 hours in a day’, you cannot be everywhere at once, and, most importantly, it is difficult to make the process predictable. It makes sense, therefore, for you to have ‘other strings to your bow’ in marketing terms particularly if you are going for growth.
All other things being equal humans buy what they value using emotion and justify later with logic. If you find yourself being pressured on price it means that they have not seen enough value to them. At MFH we help you to create a process that demonstrates to them all the value that they need by answering their questions and demonstrating that you are the ‘expert’ in your marketplace.
Whilst SEO and Google Analytics is great for quantifying your website traffic, adding more context around the lead will help you to engage in a more meaningful way and start to build trust.
It’s likely that the customer is not seeing a compelling enough reason to buy. Which means you may not have evidenced that you have the best service or best value.
OR indeed they are not convinced it can address their NEED’s.
You could ask them! By using a “Test Close” question, based on responding to one of their questions to you. A good indicator as to their readiness to buy will be their questions about your product. Things like “Delivery Timescale?,” “How much discount?,” “Will it do this…OR That?”
FAQs prospects should be asking
Despite a constantly changing landscape of technologies, channels, methodologies and processes, marketing, at its heart, remains a human process. We all have problems and issues, wants, and needs that we wish to meet and solve. Whenever we make a discretionary purchase, we embark on a journey to find a solution.
It is incumbent on businesses looking to meet those wants and needs and to solve those problems and issues to ensure that their marketing is presenting them as the provider of the answers that their prospective customers and clients are looking for. Unfortunately, many such businesses, particularly, in the small business sector, struggle to articulate precisely how they do this and, therefore, struggle to generate, nurture and convert leads.
The #marketingforhumans initiative is for them.
The human beings that engage with your marketing are on a quest to solve a problem often expressed as a want or a need. For them to recognise your offering as a potential solution you need to convince them that you can solve their problem. In a nutshell their ‘hot button’ is their perception of their problem, and your marketing needs to recognise and address that.
By not marketing to just the 1% of “Now” buyers. Instead engaging with your chosen market audience through the preferred engagement channels they frequent. For example, social media, webinars, networking, adverts, your website visitors, by Telephone, Text, eMail, Direct Mail etc
Once you have developed your “Sales & Marketing Framework” with our support we suggest a regular Video call to pick up on any challenges you are finding and offer our collective support to help you hone your skills.
We suggest that if you have demonstrated you understood the customers challenge and illustrated how your product addresses those challenges then you should not need to handle objections. If an objection does crop up these are usually “Mismatches” where a client may have misunderstood how your product resolves their challenge. At his point, it is best to check your understanding of their concern, test close and then respond with an answer.
We would suggest that what sets us apart from other marketing led coaches is that we want you to be able to:
- Demonstrate tangible return on your marketing efforts & spend.
- Support you to build your future revenue stream.
- Draw on our experience across a lifetime experience, network & technologies.
- Offer unbiased independent views on marketing channels.
- Sales up-skilling and best practice to support your buyer's journey.
This is a really effective way to see just how good our services are. Arranging a conversation with one of our clients or even, providing case studies will underpin our Coaching effectiveness showing “the problem, what we did and what the result was”
We guarantee provide coaching in line with skills needed to supplement your own capabilities and that of your team. As part of this we look for commitment from yourselves to work with us and implement those activities we jointly agree on.
