Okay, now that you know what people's levels of consciousness are, it's time to see how to bring them into our sales process.
So first of all, it is important to analyze the main online marketing strategies that will come into play.
Levels of awareness vs. online marketing channels
There is one concept that is inherent to any sales strategy you might initiate.
Your target audience has to see, recognize and feel empathy for your brand. They must perceive that you are an expert in what you do and that you demonstrate this over time with everything you do on the Internet.
Otherwise, their purchasing decision will never be towards your brand , no matter how much you know and work on their levels of awareness.
This means that your sales strategy must contribute and not just sell, but generate empathy and digital trust in your brand while promoting sales.
Because the moment you become relevant, you will see how suddenly many more doors open for you.
And what marketing channels are going to help me connect with the users' level of awareness?
Organic searches, SEO
If users are already at a level of awareness where they are aware of their problem or need, their Google searches can take them directly to your website, where you offer a solution.
Organic positioning thus becomes essential for any sales strategy, as it will be the buyer who finds you if you appear in the Top 10 of Google. There you will have to see if your website encourages their purchase decision.
Content Marketing
Content marketing is a type of non-intrusive “promotion” in which the user will rediscover your website, but this time through the content of your blog.
If you are able to create regular content aimed at offering specific solutions to your target audience, their level of awareness at the time they encounter you will generate greater empathy towards your brand, and the probability of sales will be much higher.
Social networks
Likewise, social media helps someone who is at an initial or advanced level of awareness to find your content or promotions that catch their attention and lead them to your brand.
Important. Social media doesn't sell, it will only get you one lead at most, so you will then have to work to influence their purchasing decision.
Online advertising
Online advertising plays a fundamental and enriching role for all parties involved in the lawyer email marketing database online sales cycle, although you have to know how to run the campaigns well. Advertising alone will not help you at all.
You may be interested in: What is the EEAT in SEO and how to work on it to improve your website and your content
For example:
A first Facebook Ads campaign will not trigger a purchase decision, but rather the interest of people with a low level of awareness.
The second campaign should be focused exclusively on those who have read or visited the pages of the previous campaign. Hopefully, if you work on a Lead Magnet here, you will already get a Lead.
A third, more advanced campaign will work on those who have already shown interest and even given you their details, so you may already be able to sell them something. Perhaps a low-cost product/service initially?
As you can see, the most important thing is to adapt to the needs of your audience, never the other way around.
Level of consciousness 1. Completely unconscious
How is someone going to buy from you if they don't realize they need what you're offering?
This part of your market, even if they are your potential client, is not aware of their problem or need and also does not know you, your company or what you sell.
Therefore, you cannot try to sell them anything, instead you should try to subtly attract them, since they are cold traffic.
To reach users with this level of awareness, you will have to work hard on their pain points and enhance them. Create content that can entertain them in some way and that can arouse their attention and curiosity.
It is very important in this phase to create very good content , worked with Copywriting techniques and perhaps some neuromarketing .
Never even talk to them about your product or service, now is not the time.
Level of consciousness 2. Aware of the problem
Your audience's awareness levels are at a higher level in this phase.
This means that they know they have a need or problem to solve and that, in some way, they begin to look for a solution.
It is a phase in which you will have to work hard on empathy , because the user needs to be understood, and in some cases, to understand their frustration.
That's why you should always talk about benefits and a change for the better. From experience, video blogs or video pills are two of the best elements you can work with during this phase, although blog content will also be useful.
Level of consciousness 3. Aware of the solution
At this stage, your user already knows that they have a problem and what the best solutions are. However, they don't know yours or your brand, so you need to build trust with them.
This is the right time to prepare a good quality Lead Magnet to attract them reliably to your website and, through marketing automation processes, influence their purchasing decision.
Your sales strategy is getting closer to landing a new customer. But there's still a long way to go.
To win them over, you'll need to provide social proof, testimonials and recommendations, success stories , proof that you're really good. Do you have it?
Consciousness Level 4. Product Aware
We've reached the critical phase. Your potential customer is ready to buy , but he's not yet sure who to buy from, so weigh up all the options. How are you going to influence his buying decision?
Their level of awareness forces them to compare your solution with that of your competition, so you're taking a gamble at this stage.
Resolve doubts, try to interact with them through marketing automation processes, provide your brand value and try to differentiate yourself from your competition, again with testimonials and reviews.
Level of consciousness 5. Fully conscious
At this last level of awareness, your potential client knows exactly what he needs and also knows that your company, like others, has the solution. He has the card in his hand and is just missing the final push.
His purchase decision is imminent so do not harass him. Offer guarantees of all kinds, perhaps with short texts that are the definitive finishing touch.
Are you going to give it the push it needs? If you do, it's yours.
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