Hereweare webinar on how to find and acquire paying customers for your products or services

How to Reach Prospects and Capture Business in our Ever Changing Market Place

57 West Main Street , Marlborough, Ma 01752(508)-481-8567 Cell (508)-341-9563

[email protected] http://ucanpreventbadhires.blogspot.com/

How to Find Genuine Prospects - Acquire Paying Customers in Today’s Web

Sourcing World

A training and development offering from

- A specific plan and roadmap for accomplishing this

Neil Licht, Managing Director-Chief Consultant, “HERE WE ARE” How to Acquire Paying Customers online w/o competition via target audience specific social media groups & discussions 57 West Main Street, Marlborough, Ma 01752 (508)-481-8567 Cell (508)-341-9563 [email protected] http://www.wix.com/ndlicht/hereweare




To your markets and prospects today...

Your good idea alone doesn’t gain customers

+Problem solving sourcing is a simple “search the web - everything’s a commodity” approach




Control the Process of Acquiring the Customer You Want?

Before They Search, Proactively Find where your logical target audiences “hang out” online and Reach out to them

Define How to Participate online in these Specific Relevant Target Audience Social Media in a Way That Captures Interest in You

Within these online groups, use participation to create a Need and Want To See or Buy From You?

Given that, How do you....




Apply the 2 Key Sales Rules for Re Tooling Your messaging for Success

1. REMEMBER “People and Target audiences” do things for their reason’s not yours Find out what matters to them, what they worry about, Understand their priorities, values, what they spend for, why Retool your messaging specifically by audience so it connects with

those unique issues and addresses them.

You will then be able to clearly relate and connect

2. Imagine a sign on a person’s forehead that says “ so what! ” Understand their priorities, values, what they spend for and why Retool specific approaches to address those values. You will

connect




Now - Do Your Research and Understand

Where are my target audiences? Who are they? Where do they "hang out" online? Offline?

What do they care about?

How – where do they source? When? Why?

How do I think from the point of view of my target audiences so I can relate and connect what I sell to ?

With my key audiences How can I define what I offer – relate, position to be of critical service to each audience so they want what I offer?

Creating a Prospect / Acquiring a Customer – the process




How do I Research-Understand What’s “wanted”

Understanding and Identifying Where do your target people and audiences source their information? “hang out” online?

– Find (google) Blogs, Online discussion groups (target audience specific not Facebook

or twitter) industry news, professional journals Associations they join Meetings they attend Networks and groups they belong to

Where else?




And Do This:

xxx Target Market ID and Analysis: Ask three questions: Doc copywrite held by Neil Licht and

Hereweare.use by permission only

1. Who-Groups-Influencers would-could be interested in my services

2. What is the best short message - to give this audience 3. What is the best way to get this message to the audience

WHO MESSAGE(what they care about that motivates them)

HOW to reach them: tools,specific media




How do I Use What I Learned to Acquire Paying Customers

Now Join Into the discussions –

Participate / comment online in the target audience specific social media, groups, blogs you found

Participate as a person with expertise offering specific ideas, solution suggestions that can help face, manage or solve the issues being discussed

Do this as a person not as a sales person and sign the comment as a person, name, email

In online groups, DO NOT SELL or TRY TO Sell, just be a person with ideas or suggestions!!!!




How do I Use What I Learned to Acquire Paying Customers

RESULT of a Proactive Online Social Media Groups path:

W/O any competition, at precisely the moment someone has a need for your products, services

Because you acquired “go to” Guru status with “real user”, “real targets” “real buyers” audience, they call YOU.

Creates tons of prospects for you with folks who have need, have cash, are ready to buy and can write the check

Reveals people ‘s names and title in group discussions talking about a genuine need for what you do.

Because they know you, you can call them, offer to discuss some solutions and the call is welcomed.




If You Want to Call Directly-Reach Out, - Offline Networking

Using what you learned about issues, problems, Plan who to call

What do I specifically "say" that can instantly capture the interest of the person I’m calling so they want to talk?

Leaving a message, How do I differentiate myself from the pack and leave the right message so I get called?




REMEMBER Apply the 2 Key Sales Rules for Re Tooling Your messaging for Success





connect




Example: You offer / sell Customer Support Software

Your research shows a company poised to try and open a completely new service department.

Is this an opportunity? Why? Who would you contact? Why? What would you say that could get you an

appointment




Example: You sell a unique student tutoring software products and services

Via Google, What market or segment titles or phrases would you use to search for target specific social media groups, discussions, blogs?

What would you do to decide if what you found offers an opportunity if you “joined into the discussion”

How would you go about harvesting that opportunity




Apply the 2 Key Sales Rules for Re Tooling Your messaging for Success





connect




Remember - Think From the Target Audiences’ Point of View

If you don’t manage this communication axiomUpfront

There’s No audience involvement There’s No buy-in There’s No interest generated There’s No real connectivity made There’s No value communicated The message is not heard, internalized There’s No implementation There’s No “Sale”




How to Find Genuine Prospects - Acquire Paying Customers in Today’s Web

Sourcing World

Thank You For Participating

- A specific plan and roadmap for accomplishing this

Neil Licht, Managing Director-Chief Consultant, “HERE WE ARE” How to Acquire Paying Customers online w/o competition via target audience specific social media groups & discussions 57 West Main Street, Marlborough, Ma 01752 (508)-481-8567 Cell (508)-341-9563 [email protected] http://www.wix.com/ndlicht/hereweare