Transcript:

Hello hello it’s Orren rPrunckun and I want to talk about the struggle that people have in determining their marketing message now it’s a very common concern that people haven’t it’s a issue that they just don’t really know how to solve they’ve got some idea and they dabble I’m here and they’re trying to work out what their right marketing messages but sometimes it just doesn’t matter I’m gonna go through all the reasons why I know that it doesn’t land now depending on who you are selling to you and particularly their buying temperature is going to change the type of marketing message you’re going to give them so for example tougher marketing message you give someone a prospect that is cold it’s going to be very very different than the type of marketing message you’re going to give a prospect who is either warm or fight if not boiling the same guys with no prospect that doesn’t know you it doesn’t know they have a problem and they’re frozen all of these different marketing messages that you’re going to be giving them are all going to be different and they usually differ on two main factors there’s quite a few other factors that changes and depends on what you’re giving them but the two main factors are number one if it’s a branded or sorry a branding style message or a direct more direct sales message and then the other one is the length either you know very short to you know something that’s very long in the hours if not days now when you’re moving the cross back through all of these buying temperatures from frozen to boiling you’re going to be giving them a marketing message that’s going to be really sure and concentrating more on a branded or branding style marketing message and as you move through those temperatures all the way up into a boiling them the marketing message you’re giving them is going to get longer and longer and it’s going to get more direct in terms of asking for the sale now why is this the case there’s a couple reasons one is someone that doesn’t know you doesn’t like you or doesn’t trust you someone that’s cold and I don’t even know that they have a problem sorry I beg your pardon that’s frozen and they don’t even know that they have a problem for them to consume something a marketing message that you give them that is you know 5 10 15 even up to an hour long is not going to happen that’s like going up to someone in a supermarket and saying hey will you listen to me on this topic I’m really passionate about for now there’s going to look at you until you get lost you know something is really short even under a minute it’s going to be the type of length marketing message to be giving them now once they know you and they like you and they trust you and you’ve built a lot of rapport in a relationship with them they’re more likely to listen to something for an hour or longer so the marketing message of giving them is going to be longer in those aspects also if you are something of higher priced product you’re saying a sale a sales message is going to be far longer than say a really low ticket item it’s going to be far shorter because the risk in terms of what the prospect is risking is far lower as you move down that buying to purchase someone that is you know or boiling prospect you can be going for more of a direct sale you’re gonna ask for it you’ve given a lot of value in that branding up front as there were a frozen or prospect and you can ask for a direct sell one and they’re gonna get they’re not going to be as they’re going to be far more open to it then something that you have done before so the type of marketing message that you are giving is really predicated on the temperature the buying temperature that this prospect is at when you are delivering that message you’ve got to really gauge and get a barometer of where that person is at that prospect is that the time that you want to communicate with them and that is going to determine the marketing message that you are going to deliver them it’s not ad hoc it’s not random there’s a sequence that you need to go through and it’s all dependent on where that person is that not where you want them to be or where you are what you want to sell them at the time of sale so the two things they’re going to summarize are whether it’s on a branding message or a direct sales message and then also if it is long or short and with that it kind of depends on the price point that you are selling as well so hope this is really useful for those that are trying to work out what their marketing messages I’d like you to go out and try it let me know what happens and see how you go thanks for listening.