Welcome to another episode of The RVA Small Business Show with your host Cory Mosley. In today’s segment, we are joined by Marcus Sheridan, Owner Marcus Sheridan Int., Partner at IMPACT.

Marcus is a highly sought after international keynote speaker known for his unique ability to excite, engage and motivate audiences.

Named by Forbes as one of the 20 speakers you don’t want to miss and dubbed a web marketing guru by The New York Times, Marcus has established one of the most successful digital sales and marketing agencies in the country.

If you want to become the voice of trust in your space, which is the business we’re all in, by the way, the business of trust, you need to talk about those five subjects, and you’ll win the day. -Marcus Sheridan

Why Traditional Sales Funnels No Longer Work

In the past, sales funnels were designed to guide potential customers through a series of steps, ultimately leading to a purchase. However, with the rapid evolution of technology and the rise of online shopping, traditional sales funnels have become insufficient, leaving businesses struggling to adapt.

Buyers’ Journey: A New Perspective

To thrive in today’s digital landscape, it is crucial to understand and address the questions, concerns, and problems that your buyers encounter throughout their journey. By doing so, you can create a tailored marketing strategy that resonates with your target audience, ultimately leading to higher conversion rates and increased sales.

Step 1: Identifying Your Buyers’ Pain Points

The first step in adopting this new approach is to identify the issues that your potential customers face. This can be achieved by conducting thorough market research, analyzing customer feedback, and engaging in ongoing conversations with your audience. By understanding their pain points, you can create targeted content that addresses their needs and positions your brand as the solution.

Step 2: Creating Content that Resonates

Once you have a clear understanding of your buyers’ concerns, it’s time to create content that speaks directly to them. This could be in the form of blog articles, videos, podcasts, or social media posts, depending on your audience’s preferred platforms. To ensure your content resonates, focus on providing valuable information, actionable advice, and empathetic storytelling that demonstrates your understanding of their struggles.

Step 3: Building Trust and Establishing Authority

By consistently addressing your buyers’ concerns with high-quality content, you can build trust and establish your brand as an authority in your industry. This not only increases the likelihood of conversions but also fosters long-term relationships with your customers, leading to repeat business and referrals.

Step 4: Continuously Monitoring and Adapting

The digital landscape is constantly evolving, which means that your buyers’ questions and concerns may change over time. To stay ahead of the curve, continually monitor your audience’s feedback, industry trends, and competitors’ strategies. This will enable you to adapt your content and marketing approach as needed, ensuring that you remain relevant and valuable to your target audience.

Obsess Over Your Buyers Today

It’s time to ditch the outdated sales funnel mentality and start obsessing over your buyers’ questions, concerns, and problems. By understanding their journey and creating content that resonates, you can revolutionize your sales strategy and elevate your business to new heights.

Embracing this buyer-centric approach will not only improve your marketing efforts but also foster stronger connections with your customers, ultimately driving sales and setting your business apart from the competition.

Key Takeaways:

  1. Traditional sales funnels are no longer effective in today’s digital landscape.
  2. Focus on understanding and addressing your buyers’ questions, concerns, and problems to create a tailored marketing strategy.
  3. Identify pain points through market research, customer feedback, and ongoing conversations.
  4. Create resonant content that provides value and demonstrates empathy for your audience’s struggles.
  5. Build trust and establish authority by consistently addressing buyers’ concerns.
  6. Continuously monitor and adapt your strategy to stay relevant and valuable in the evolving digital landscape.

Connect With Marcus Sheridan
LinkedIn
Website
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