In the comparison stage, lead with features laced with benefit

The research stage is ripe for prospecting

We are stepping through the five stages in the buying cycle: Awareness, Research, Comparison, Purchase and Retention. Today’s topic is the research stage. It’s easy to get found if [...]

Awareness comes first for some customers

There are five stages in the buying cycle: Awareness, Research, Comparison, Purchase and Retention. It’s important to find a way to attract prospects at every stage. Consider this scenario: [...]

Unintended Outcomes

Sometimes we get exactly what we asked for, and it’s the last thing we want. Consider this scenario: A female fitness trainer is targeting women ages 40 to 65. She has a professional [...]

What Branch Should I Grow First?

In thinking about attracting more birds to company’s tree  (it represents a business in the forest of competition), which branch should a business focus on first? We are working with an [...]

Would you like more birds to land in your tree?

We’ve been talking about attracting more birds to a tree – that tree that represents a business in the forest of competition. What if there were a business – tree — that was doing very well [...]

Setting Marketing Priorities

When it’s time to set priorities for expanding the branches, start by considering three things: Where are the target audiences for the company? What is already attracting the prospects the [...]