Written by: Vickie Sullivan | September 14, 2021
How to Become a Buyer’s First Choice
Have you ever had a conversation with a potential client who already wants to work with you and they’re looking for a reason to say yes? This is what happens when prospects self-select.
Self-selection is a potent psychological dynamic. Clients like to go with their first choice because it’s easier, faster, and reinforces their belief that they’re smart. One way to make that that happen – to become a buyer’s first choice – is through the content you produce. Here are two tactics you can take in your content:
• Read their minds. Describe a situation that has an elephant-in-the-room or some other taboo topic. The client will think “OMG, they get this!” It’s a great tactic when a buyer’s needs are unspoken.
• Give them something to chase. Demonstration and explainer videos are an excellent example of this tactic. Such videos are compelling and extremely popular. The key is to identify the one thing that changes the buyer’s situation. If you can do that, buyers will exclaim, “That’s it! That’s exactly what I need!” This tactic works well when folks don’t know what they need.
Listen: A Fast Way to Create Self-Selections
Self-selection is powerful. Using the right tactics in your content marketing, you will have buyers lining up for your services. The key is to create that sense of discovery where folks decide for themselves that you are their first choice.
Now Read This:
- How Brand Awareness Impacts the Sales Cycle
- Springboard Marketing: Leveraging Your Expertise into an Empire