In my last post, The #2 Way to Sell More by Using Social Media, I shared three ways to sell more by using LinkedIn. Jos Willard added a fourth way and received the most votes for his answer to my question “How else can you use LinkedIn to create or harness relationships to sell more ” For his efforts Jos won $2,000 worth of Trigger Event coaching, training, or advice.
For a while now I have been sharing, with my customers, ways to generate leads by using Trigger Events in their marketing efforts – aka Trigger Event Marketing . Doing so allows them to harness the Selective Perception that is created when people experience the Trigger Events that turn them into highly motivated buyers.
Here is an excellent example of Trigger Event Marketing , that I recently noticed on the home page for TD Canada Trust. It is based on the knowledge that getting pregnant triggers couples to want a house, which leads to needing a mortgage. The event of getting pregnant typically triggers a number other purchases besides houses and mortgages – Cars, life insurance, and finally getting around to doing a will.
If you want to do the same thing for your own business all you have to do is conduct a Won Sales Analysis the next few times you win a new customer. Doing so will allow you to identify the Trigger Events that motivate buyers to want what you sell. Once you know what the best Trigger Events are for your product or service, all you need to do is apply what you learn to your marketing efforts. When you do, your marketing will jump off the page because it’s resonates with the reader and you are highly likely to generate leads that result in core, loyal, customers, who will represent 80% of your profit and only 20% of your headaches.
If you want to learn more about Trigger Event Marketing I have a Facebook page that shares the resources and examples I come across. I invite you to become a fan of the page and post any examples you come across. I also invite you to call me (+1.403.874.2998) or Skype me (Craig.Elias) if you want to spend 15-20 minutes brainstorming ideas on how to make Trigger Event Marketing work for you.
Next Tuesday I’ll post the #1 way to sell more by using social media. Take a look at numbers 2 through 7 and see if you can guess what it is.
Have an eventful week!