Have you ever wondered how to sell your products and services more on value than simply on the price?

Understanding The Educational Spectrum

Think of the Educational Spectrum as a horizontal line from left to right, with the letter "A" representing the far left hand side of the spectrum and "Z" being the far right. Prospects jump on the educational spectrum somewhere from A to Z. "A" is when the prospect first gets the idea that they have a need for what you have to offer. We call these "Future Buyers". "Z" is when money changes hands and they acquire the goods. We call these "Now Buyers."

Here's a simple illustration of the Educational Spectrum. The key is to determine where your prospects are on this spectrum and help them move comfortably and consistently towards the right of the spectrum where they then become the "Now Buyers".

"The Educational Spectrum"

A------D------G------J------M------P------S------V---------Z

A- Prospect firsts gets the idea to buy what you sell
D- Starts gathering information on an informal basis
G- Asks friend & associates for recommendations
J- Heavy-duty fact finding
M- Narrows choices by process of elimination
P- Narrows in on favorites; decision is coming soon
S- Makes decision to buy but not necessarily who to buy from
V- Waiting for the right time
Z- Money changes hands

A------D------G------J------M------P------S------V---------Z

Companies have a good idea what the selling cycle is for their products. Whatever it is, it is fairly constant. So why try to force the future buyers to buy when they are not ready? Why not use the selling cycle to your advantage?

Become The Logical Choice To Do Business With

Understanding the job of effective marketing will allow you to assist your prospects when you know that they are not ready to buy what you have to offer by providing marketing materials that hit their hot-buttons (images or words that trigger the reticular activator), educates them and facilitates their movement across the educational spectrum until they are ready to buy.

This process should be systematic and automated, so that they receive industry significant information that helps them to make a quality decision. In other words, you can become the advocate for your industry that prospects look to for advice. When they become "Now Buyers", where do you think they will go for their purchase? Good chance, it will be you!

Think of yourself as the fountain from whence all information flows when it comes to educating people about how to buy what you sell.

Until your prospect is ready to buy, delivering your specific marketing messges is less important who your prospect buys from as long as you are committed to providing the best information and knowledge so they can make the best buying decision for themselves and their situation.

In the end, no one wants to feel like they made a bad decision to purchase your product or service, so it is important that you assist your prospects every step of the way as they are gaining confidence in doing business with you.

Let Vantage Point Direct be your Silent Salesforce^TM.

For information on Vantage Point Direct's Silent Salesforce^TM  Relationship Marketing System^TM  click here