Why Your Targets Don’t Care About You

Not at first, anyway.

They are looking to solve an issue that has worked its way to the top of their agenda as a priority. Now they have room for one more issue in their “crazy-busy” schedules.

They enter the Buying Cycle for this priority and have to make a wise decision. First, they need information that will guide them. Secondly, they will have to decide how to implement or purchase their solution.

They have a whole world of information to digest and very little tolerance for wasting time or making mistakes. They need great information from a trusted source that would be in alignment with their objectives or organization.

Their process begins in a rapid search for information by using words that seem to describe their problem or solution.  This would hopefully by your Unique Selling Proposition.They may search online for “inventory control systems” or “flat bed trucking” or “human resource software”.

The last thing they want to do at the moment is talk to a salesperson. They don’t know what they need and a salesperson doesn’t understand their problem.

What do they want from you? They need a generous dose of Free Information addressing their problem from a source that puts their agenda first. If your information is located where and when they look they might arrive at your site or your report.

They want to first judge if the information is useful and seems credible. Then they will investigate whether you are trust worthy and would be in alignment with their objectives.

You have to plan from the beginning to have the information on their problem and your expertise available, provide all the information they will need about your services and reputation, and finally be accommodating to their process of employing you.

Relationship Marketing would be your highest ROI for matching with your ideal Prospects and leading them through their process.

See a Free 6 Page Report on Automatic Customer Building

See how you could implement Systems for attracting and closing Targets

If you have any challenging marketing issues, I would give free Suggestions. Email

Call with any questions 1-800-646-0717 Mark Kaplan

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