Talha Mumtaz ✔️'s Key Ideas from The Ultimate Marketing Engine
by John Jantsch

Rather than selling to everybody, you should be intent towards finding audience whose needs matches with your product persona the best. Even Amazon cannot sell to everybody. Neither can you.

Your highest priority should be towards figuring out what audience of yours will be the most attracted by your product or service. Where are they right now? Their demographics, interests and habits should interest you as the data will help you create personas that will help you connect more and thus sell more. P

You may have designed your business around the product but if you want to experience explosive or long-term growth, you should orient your business around winning customer referrals.

For starters, divide your customers into two groups. The first group should consist of users who refer your business to others.

The second group should consist of users who don’t refer your business regardless of whether they are profitable or not.

If they aren’t referring your business to others, try to convince them by reorienting your customer experience. Let’s learn how

Referrals codes can come in different forms. Such as discount codes, free trial codes or gift cards. Rewards for referring your business to others may motivate your existing or new customers to refer your business to others.

If you offer such codes, make sure your customers know about it. Secondly, make sure the customers experiencing your product or service find their AHA moment early and that the value being served is top-notch.

If your product or service makes your users happy, it’ll make it easier for them to refer your business to others.

According to John Jantsch, there are seven stages of behaviors customers show as they move through recommending your business to others. These behaviors are:

• Know
• Like
• Trust
• Try
• Buy
• Repeat
• Refer

Let’s learn what the customer feels and do in each stage.

In this stage, your customers uses social networking tools like social media, referrals, SEO and other tools to help others discover your business.

In these stages, the customers tend to learn about the value of your business. They will compare you to your competitors to understand what makes your business different and how can your product or business makes life much better for them.

In the “Try” stage, the customer will experience your product fully. Make sure to give enough value to the customers to get in love with what you’re offering. If possible, offer them a free trial so they can get to know your business and product better.

Assuming your product has successfully impressed your customers, it is now time for them to repeat their experience which they will only do if their first experience was well-worth it.

In marketing, is is a known fact that acquiring new customers is almost always harder than retaining the existing customers.

The more repeat customers your business have, the higher will be the security of revenue and the more chances of the customers trying and buying new products your business offers.

And of course, repeat customers will be the most likely to refer your business to others.