Do you have a large list of mailable prospects but very few conversions? It's more than likely because you're not offering the right plan.
A quick recap before we get to the importance of a plan. In the first instance, we showed you how to use the storytelling approach to make your customer the hero of your story. In the second step, you defined the problem you solve for that customer with your solution and we also talked about how you position yourself not as the hero, but as a guide.
Now you have to explain to your customer how you will lead them to the solution for their problem.
To convince them, you need to show a clear plan, because successful action requires a concrete plan. It is as if the customer is standing on one side of a river when you are waiting on the other side with your offer - you need to give them a bridge to help them reach you.
Building a bridge for your customer to reach success
The plan you present to solve the customer's problem is like large stones that you throw into the water so that your customer can cross the river step-by-step on the stones. The bigger and more stable the stones are, the less resistance there will be to do business with you.
By providing a clear plan in three steps, you make it easier to get the action started.
An efficient plan brings authority to you as a guide. It's a mechanism we've seen in many successful movies.
For example, Coach Mick's unusual training methods brought Rocky to victory.
Mentor Haysmith's advice helped Katniss survive in the Hunger Games.
Itzhak Stern, the Jewish accountant in Schindler's List, was a moral advisor to Schindler from the beginning.
An effective plan serves two functions:
- It explains how your customer will do business with you
- It reduces the sense of risk in buying your products or services
Build trust through clarity
You'll often see a "Buy Now" button on web pages, but that's not enough to overcome customer resistance. For example, if you offer rentable storage space, the plan might be as follows:
- Get a free consultation
- Determine the size and period of the storage you need
- Store your belongings safely and economically
Even if you take the steps for granted, you are still creating clarity and trust with your customers. Your steps (like the stones) direct your customer to your service.
Another pro-tip: give the plan a title that is appealing to your customers and fits into your line of communication because that way, your plan and its product will be seen as more valuable.
In the storage space example, the plan might be called:
Your "Worry Free" Plan
- Get a free consultation
- Determine the size and period of the storage you need
- Store your belongings safely and economically
When you're ready to tackle your customer interaction strategy, we have the following plan for you:
- Define the steps necessary for customers to do business with you.
- Determine what might be holding them back from doing business with you? Define any potential resistance.
- Write down your plan and give it a title.
Boost your content
Demodia supports you in this process because, in addition to expertise in storytelling, we have success-proven methods to boost your content.
Interested? Then let us work out a plan, because that's how success is achieved. Use the following link to arrange a no-obligation informational meeting. Then we'll work with you to develop a clear, customer-centric process that defines your messaging and converts prospects to customers.
