Foundational Persuasive Momentum Projects
Develop buyer personas
A persuasive system can't be built until the buyer is understood. A buyer persona helps us do that.
A buyer persona is a profile of a type of buyer. It encapsulates the knowledge you need in order to understand your buyer.
Businesses use buyer personas help educate and align everyone involved in the sales process. Buyer persona insight is especially helpful to marketing as they design and roll out marketing campaigns and integrated programs.
Learn more about buyer personas.
Document prospects' buying processes
Persuasive momentum is built upon an understanding of the prospect's buying process. We leverage the corporate knowledge you already have to document the prospect's buying process. If additional research is needed, that can be incorporated into the project. The result is a comprehensive understanding of:
- how the buyer can find you
- how your solution can satisfy a buyer's need
- how the buyer needs to be convinced that your solution satisfies their need
- what questions and objections the buyer will have along the way
- what criteria the buyer is likely to use to evaluate your solution
- what alternatives the buyer is likely to research
- how your buyer will want to purchase your solution
- what channels your buyer will likely use along the way
The documented buying process helps businesses find new ways to better align marketing and sales processes. This is another essential building block for the creation of effective persuasive systems.
Analyze existing persuasive elements
Almost every persuasive momentum consult we do includes a persuasive momentum analysis. This analysis can focus on marketing activities, your web site, your sales process or any combination of the three.
Our analysis identifies areas where persuasive momentum is already established. It uncovers areas where persuasive momentum dead-ends. This analysis serves a valuable the baseline for any persuasive momentum improvements.
Businesses use our persuasive momentum analyses to identify areas for improvement. They use the accompanying recommendation to determine where to focus internal resources and where to supplement with external specialists.
Build out value proposition
Every persuasive process requires a clear understanding of the value you offer to your target buyers. Our value proposition consult uses a rigorous process to understand the areas of:
- value
- equality
- deficiency
for your product. We compare with the target user's best alternative to give a true picture of your opportunity.
Businesses use value propositions to:
- improve marketing messages
- make better informed product feature decisions
- create superior competitive guidance
Our value proposition work often uncovers new value areas for consideration and use in building persuasive momentum.
Learn more about value propositions.
Contact us to discuss which foundational project might be right for you. |
