This week we reach the top of the sales pyramid in BRENT's four-phase system for climbing the pyramid. Last week we discussed the 15%. This week we go onto the 1%. This is where some of the most engaging clients are found.
The 1% of the pyramid, and the most coveted, may have already found a solution with your rivals. It’s up to you to convince them your product or service is superior. Acquiring these clients is called conquest marketing because you are targeting customers outside of your regular base. BRENT accomplishes this with conquest letters and conquest shock and awe.
BRENT’s conquest sales letters capture hearts and minds which create opportunities to hear and experience the power of your product/service. BRENT’s conquest strategy captures data on what the competition is doing. BRENT then shows your 1% prospects a solution their competitor does not offer that makes your service/product seem more valuable. BRENT approaches this from where your prospect is positioned in your sales funnel (attraction, engagement, delight).
As an example, a “shock and awe package” is delivered to your prospect before they have bought anything. It is filled with books, CD’s, lead magnets, and reports targeted to providing solutions. It establishes you as an expert in your field. It’s sent by mail – because who doesn’t love getting a package in the mail filled with useful gifts? The shock and awe package strategy is highly effective because it gives prospects something rather than asking for something, and impresses them with your knowledge and expertise.
To delight new customers, include a personalized video via email welcoming clients and showing them how to get the most out of your product/service. As a reminder of why they should continue doing business with you, anniversary gifts sent to clients to celebrate when they became a customer will invoke shock and awe.
BRENT’s system develops sales funnels around your industry and audience intent that maps personalized content to each phase of your customer’s buyer journey.
BRENT climbs the pyramid with automated and personalized tools and strategies that build awareness and engage and delight customers at every level of the pyramid.
Would you like to have a discussion about how BRENT can climb your customer pyramid for higher profits and engagement? Click Below.