The Psychology of BuyersUnderstand their Needs to Market and

Enroll More Effectively

Is This YourApproach?

• Emails

• Website

• Flyers

• Blog Posts

• Social Media

• Presentations

• Sales Conversations

Why You Aren't Selling More…

1. You are Noise in the Crowd

2. Features Focused

3. Nice to Have vs. Must Have

4. Lack Compelling Reason

5. No “Click”

6. Loudest Solution Wins

Really Connect

• Know Them

• Get In THEIR Head

• Say What They Think

• Reveal THE Path

3 Step Attraction

• Message

• Right Audience

Attract

• Stories

• Rapport

Engage• Solution

• Trust

Enroll

Marketability Factors

Sweet Spot

Nurture

Unaware

The Box:

Everyone Else!

From The Big Idea Incubator

Target Market Profile

Demographic Psychographics

Surface Needs Unspoken Needs

Deep Rapport

From The Big Idea Incubator

Target Market Cheat Sheet

� What is THEIR problem or dream?

� Why is that important to them?

� What is their life like WITHOUT that desired outcome?

� How does your offer deliver what they want?

� Paint a rich picture (don’t deliver facts)!

� Invite into having what THEY want!

Common Pitfalls• Focusing on

EVERYONE

• Describing your PROCESS

• Not surfacing THEIR obstacles

• Losing YOUR brand’s message to “fit in”

• Buying into their LIMITATION

Optimize Your Marketing Messages

1. Solidify Your Target Market Profile

2. Use the Target Market Cheat Sheet

3. Uplevel one marketing piece

4. Test and track

Questions?

Follow Through!

• Share your win from implementing this step in the BOP Facebook group

• Wins shared before April Training entered in raffle to win prize

• Win a Marketability Factor Critique ($700 value)

• Reminder…Optimize Your Results Coaching starts April 3rd