Respect Prospects’ Time and Need for Information

This consideration is a great way to start a relationship.

In this economy, business people focus on time and specific information.  Delete is how we guard and filter.

We have more choice and better search techniques to get what we need. The best service we can provide to attract our Ideal Prospects is to have the information they need when and where they search.

Therefore, in connecting with new Targets, we should keep in mind their priorities. What are they?

Time is very important. Saving money is very important. Therefore efficiency encompasses both. Whether the business is large or small, cash flow is essential. Profit is a requirement at some point. Reducing expenses is part of the profit goal.

Then we can get into more refined drivers like market share, customer share, inventory turn over, long term revenue per customer, order to delivery time, and so forth.

These are all drivers for our business customers. Our Tactic is the mover. We accelerate each of those drivers by reducing, increasing, growing, improving, shrinking, squeezing, expanding and so forth.

We must also consider that there is a time cycle for their interest in each called a Buying Cycle. This is the time when each rises to the top of their agenda as a priority. The Buying Cycle may be a week or two years.

This is one reason permission marketing is effective. It is not too intrusive at a time our message is not important.

If we broadcast our “mover” in places they will search when it is a priority, they will opt in for more information. This is our opportunity to supply our expertise and capture an email for our Free information. This would convert them to a prospect.

If we continue to recognize and respect their agenda understanding it is now a priority, we can use email responders to follow up and develop trust. They can trust us as a source of information and our respect for their privacy.

In the Relationship Marketing age, this is a great process for developing a sales funnel and loyal customers.

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See 4 Strategies for Being in the Right Place at the Right Time.

If you have marketing challenges, I would offer Free Suggestions: Call 1-800-646-0717 Mark Kaplan or Email

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