How do you know what your customers need? Is price the only reason customers buy? Can emotion help complete the sale? Can the competition help you sell to your customers? Learn the answers as Arlene talks to Revenue Coach Kristin Zhivago about the mindsets that help entrepreneurs sell the way customers want to buy! They also discuss using digital marketing, from Google algorithms to SEO and SEM and why these matter in this day and age. If you know your business message is life-changing, don’t let it stay hidden on search engines. Learn how you can help your target customer find you faster, easier. Of course, this conversation is not complete without talking about business development secrets for B2B and B2C secrets and tips!
“Your customer’s mindset is the most important thing for you to understand in business. You can’t assume that you understand it.” -Kristin Zhivago
Highlights:
00:50 Balance the Equation
08:01 Is Price the Only Reason?
14:17 What Creates the Shift?
19:15 How to Find Out What Your Customer Needs
23:44 Find It, Face It, Fix It
27:43 The Blind Side
31:49 What Is SEO and SEM and Why It Matters
35:15 Why is Competition Important
39:39 The Roadmap to Revenue
49:34 2 Ways to Love Yourself
55:40 The Most Important Thing Entrepreneurs Must Understand
Resources:
Book
Is price the only reason for buying? Arlene Gale and @KristinZhivago talk about customer mindset, what to do with difficult customers, and market competition. On the tech side, learn more about google's algorithm, SEO, SEM, and how to make your… Click To Tweet
Quotes:
02:48 “Just because you have expertise, doesn’t mean you’re going to be successful shooting at moving potential customer targets who may or may not ever pay any attention to you just because you think they should.” -Arlene Gale
10:07 “It’s about understanding the customer’s mindset and making an offer that appeals to that mindset. They get what they want; you get what you want.” -Kristin Zhivago
13:32 “Branding is the promise that you make to your customer. Your brand is the promise that you keep as a professional expert.” -Kristin Zhivago
30:58 “You have to know your customer’s mindset or you will waste all of your money with messages that don’t appeal to your customer.” -Kristin Zhivago
34:50 “If you say you have no competition, what you’re really saying is nobody is going to be able to find you and hire you.” -Arlene Gale
39:10 “There’s no purpose in bringing in more business if you’re not going to treat the customers well.” -Kristin Zhivago
41:51 “When someone knows they have a book idea that is universally life-changing, that’s when it’s time to write the book.” -Kristin Zhivago
52:13 “Having to be the smartest person in the room is a complete waste of time. It’s exhausting and it gets in the way.” -Kristin Zhivago
55:46 “Your customer’s mindset is the most important thing in your business. You can’t assume that you understand it. You need to discover it, then your messages will matter.” -Kristin Zhivago
Connect with Kristin:
Kristin Zhivago is the president of Zhivago Partners, a digital marketing management company that serves both Business to Business (B2B) and Business to Consumer (B2C) clients in a variety of industries. Zhivago’s career began in the high-tech industry; she and her husband, through their high-tech agency, helped introduce and market all of the technologies we take for granted today. When the web emerged as a commercial medium, she branched out into other industries and re-invented herself to become a revenue coach, helping CEOs and entrepreneurs sell the way their customers want to buy. Her 5-star book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy was chosen by Forbes as one of the top sales and marketing books. Zhivago speaks frequently on the subject of the customer’s buying process, which she was one of the first to identify as being key to selling to today’s customers, and about building your business to compete effectively in our fast-changing, hyper-competitive markets.