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 [...]