Breaking Down The “What Motivates Me?” Mindset

Share on facebook
Share on google
Share on twitter
Share on linkedin

There are lots of reasons out there to act the way we think. But for us as business owners, we should have that “entrepreneur mindset” that would be the main ingredient to our recipe for success — keep going.

Today we’re going to tackle who are those suspects and prospects in our businesses.

But beyond that, we’ll be dissecting those factors that motivate them to take action as suspects, prospects, and customers using the mindset pattern of SSF method, an analogy of the street: Sidewalk, Slow lane, Fast lane that introduces the basic concept of relevancy, omnipresence, and intimacy (a rebranded method of SSF that we’ll discuss in our next articles so stay tuned).

The method will show that as you’re trying to build your audience, you aim to be relevant to them and communicate the right message at the right time.

SSF Mindset Pattern

Thanks to Scott Oldford. His SSF is a real game-changing method that sets the effectiveness of this new method apart from the old marketing funnel. The problem with the latter is we treat all our suspects and prospects the same way in making them our customers by using the broad approach (the traditional marketing funnel). It shouldn’t be.

Like what I said in my previous article, the 6 levels of customers, it’s less expensive to market to the highest levels of customers (customer, clients, fans/advocates) compare to other levels (suspects, prospects, leads).

On the other hand, focusing on warm approaching to those who are already looking for the answer to their pain points will surely make us miss great opportunities to move our suspects and prospects as our leads, and eventually clients.

So what now?

Here’s the SSF concept to save your marketing team from spending too much efforts and money on strategies that no longer work.

Via Slideshare.net

SIDEWALK

(A problem-oriented mindset)

Who are the people in this lane? Our suspects.

Individuals in this lane are moving slowly like surfing the net, enjoying themselves. They don’t understand that they have a pain point that they need help with. And perhaps stumbled upon your ads or some lead generation strategy and redirected to your lead magnet that needs a decision whether they will take it or not.

Your problem is that these people are in no hurry and since they’re not aware that they have a problem, there’s no thought to really following up or doing anything about your lead magnet or even about what’s going on in their life.

In the levels of customers, they’re just at the very first level which is the SUSPECTS.

What to do then?

When creating contents for people who are in this lane, you should focus on their problems. In this stage, they don’t care anything about your company or what your services are.

If you were able to read our article about the different levels of customers, you’ll remember that we defined that suspects are the people who are not aware that they have an existing problem to solve. They just want to learn more about something they interested in but ain’t ready to receive any sales pitch.

So here, you want to describe their problems better than they can describe it to themselves. With that, you can pique their interest but you have to make sure the pain to be more relevant to them.

So depending on how you handle that initial interaction if the suspects or prospects will come into your sales funnel or not.


If you want information on how to develop a rapid action plan for growing your business


Slow Lane

(A process-oriented mindset)

Who are the people in this lane? Our prospects.

People in this lane are cruising along. They understand that they got some problems. They’re looking for some solution, nosing around for information that can help them with their issues. They want some sort of redemption from their pain before it gets worse.

In 6 levels of customers, they are our PROSPECTS.

They are more likely want to opt-in to get into your sales funnel but similar to suspects, they’re not prepared to receive a sales pitch from you at this stage.

Basically, people on this lane want to have a significant transformation in their life. They want to see an authority figure who’s going to lead them to the right solution, for new knowledge to come up with their desired outcome with their businesses.

What to do then?

Create a guide or lay down a solution that will solve their problems. You’ll be there for them to explain what the right solution to those problems is in a general manner.

Here, you won’t be talking about your products or services. Just describe the solution, show them that you know what you are talking about and that you are an expert in guiding people who are experiencing the same dilemma.

This way you’ll be an authority. They will want to get to know more about you. They’ll learn how to like and trust you.

But then again, prospects at this stage are still hesitant to hear a sales pitch from you so, it’s clever not to talk about your personal goods and services yet.

Via Inc.com

Fast Lane

(A solution-oriented mindset)

Who are the people in this lane? Our leads.

People in this lane are moving at a high speed. They are mostly awake all night long because they understand they’ve got some issues.

They want immediate attention and solution to their problems so they keep on searching for answers. It means they’re ready to accept the solution which the authority figure has laid down to them.

We can fit in these people as our LEADS in the 6 different levels of customers.

What to do?

You have to deliver your message telling that your solution is better than the other solutions available in the market.

So at this level. It’s your opportunity to talk about your company, your services, your product — tell the world that you’re the best. Of course, you don’t want to recommend your competitors, right?

Let your leads project and feel what the outcome will be once they opted-in to get your solutions. But maybe you will ask me how could I be so sure that people at fast lane will choose your solution.

Here’s the thing, people won’t be on this lane if you haven’t successfully built yourself as an authority to people on the slow lane. So if you found them to be here, your strategy at slow lane was effective.

People tend to choose the solutions that have laid down by their trusted figure if it meets conditions and objections are handled properly.

There you go folks, now that you have understood the SSF method and if eventually, you’ll embrace it, you can definitely stitch this into any of your ongoing online marketing strategies such as content creations, lead magnets, emails sequences, etc.

The SSF mindset pattern is leaving you a promise that you’ll spend less while increasing your conversion rates.

Just bear in mind to guide your targets well and BE RELEVANT to them even during their early buying journey.


If you want information on how to develop a rapid action plan for growing your business


READ MORE

Carlos

Carlos

Leave a Replay