Tuesday, September 15, 2015

Marketing Challenge: Getting Potential Buyers to Know About You

     One way to ensure that your business is known is to advertise so much that everyone who might be a customer someday knows about your business. It's a completely different approach to identify your most likely buyers, understand their buying process, and earn their business by helping them get answers to their questions solve their problems, and meet their needs.

     The first approach can be effective. It is also expensive; often using mass media like radio, TV, direct mail, outdoor, print, and other media to cast a broad net. If you take the second approach, which we call customer buying cycle marketing, you can target you message and media to influence active buyers as they move through their own buying journey.  This method is less expensive, generates higher returns on your marketing dollars, and enables you to generate add-on sales based on your relationship and referrals.

     Digital media like email, the Internet and mobile phones have changed how buyers get information. Just take a look at the image below from Norton-Norris which compares the old and new buying cycles for students looking at colleges;

To have URWA Consulting identify your top customer types and map their buying cycles contact us at (303) 223-4988, email your questions to info@urwaconsulting.com, or immediately speak with a customer service representative through our  website LiveChat

URWA Consulting is a Denver, Colorado marketing firm that has represented more than 150 Front Range businesses and organizations, and helped them make the right decisions about their marketing.

URWA specializes in identifying any organizations best customer types, mapping their buying cycles, developing and implementing marketing programs that influence each customer type throughout their buying journey, negotiating discounts for services, finding expert vendors, managing marketing efforts, measuring results, and optimizing our client's marketing based on their needs and their marketing results.



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