Davi2118
New member
Doing business online is different from doing business in person or even
over the phone. In many cases, the prospective customer has no further
information about your business than what is presented to her online. To
acquire new leads and customers, you need to build trust and lead with
value to build a relationship with your prospects or customers.
A successful relationship is a two-way street. Both sides of the
relationship must benefit from the relationship, and because your
company wants to begin this new relationship with a prospect, it makes
sense for you to provide value first. Prospects won’t become loyal
customers if you don’t first provide some value that builds trust in
advance of asking them to buy. The good news is that you can provide
this value with something as simple as an insightful, informative blog
post or podcast that helps them solve a problem. You offer this value for
free and with no strings attached to begin a healthy and mutually
beneficial relationship.
We call acquisition offers that lead with value entry point offers, or
EPOs. An EPO in a dating relationship equates to offering to buy
someone a cup of coffee. This coffee offer, which has begun many
healthy dating relationships, is a relatively risk-free proposition that
provides value upfront. When your goal is to acquire a customer (and
not a spouse), the EPO is a way of allowing large amounts of
prospective customers to get to know, like, and trust your business
without much risk.
There are three types of EPOs:
Ungated: You usually present this type of offer in the form of a blog
post, video, or podcast, and it does not require contact information or
a purchase to get value.
Gated: A gated offer requires contact information (name, email
address, and so on) to get value.
Deep discount: This offer requires a purchase but at an extreme
discount, usually 50 percent or greater.
It pays to provide tremendous value to your prospective
customers when you’re trying to gain their trust. This idea can seem
counterintuitive to some people because they don’t see the
immediate return on this investment.
The goal of your marketing is to transform people from being
completely unaware of your products or services to being raving
fans who promote your products and services to anyone who will
listen. The foundation of the relationships you build with your
customers is built on offers that provide value in advance of the
purchase.
over the phone. In many cases, the prospective customer has no further
information about your business than what is presented to her online. To
acquire new leads and customers, you need to build trust and lead with
value to build a relationship with your prospects or customers.
A successful relationship is a two-way street. Both sides of the
relationship must benefit from the relationship, and because your
company wants to begin this new relationship with a prospect, it makes
sense for you to provide value first. Prospects won’t become loyal
customers if you don’t first provide some value that builds trust in
advance of asking them to buy. The good news is that you can provide
this value with something as simple as an insightful, informative blog
post or podcast that helps them solve a problem. You offer this value for
free and with no strings attached to begin a healthy and mutually
beneficial relationship.
We call acquisition offers that lead with value entry point offers, or
EPOs. An EPO in a dating relationship equates to offering to buy
someone a cup of coffee. This coffee offer, which has begun many
healthy dating relationships, is a relatively risk-free proposition that
provides value upfront. When your goal is to acquire a customer (and
not a spouse), the EPO is a way of allowing large amounts of
prospective customers to get to know, like, and trust your business
without much risk.
There are three types of EPOs:
Ungated: You usually present this type of offer in the form of a blog
post, video, or podcast, and it does not require contact information or
a purchase to get value.
Gated: A gated offer requires contact information (name, email
address, and so on) to get value.
Deep discount: This offer requires a purchase but at an extreme
discount, usually 50 percent or greater.
It pays to provide tremendous value to your prospective
customers when you’re trying to gain their trust. This idea can seem
counterintuitive to some people because they don’t see the
immediate return on this investment.
The goal of your marketing is to transform people from being
completely unaware of your products or services to being raving
fans who promote your products and services to anyone who will
listen. The foundation of the relationships you build with your
customers is built on offers that provide value in advance of the
purchase.
