“You may think you make money by selling the services you provide to your clients. But you don’t. You actually make money by marketing those services to your clients. This small change in thinking will transform you from thinking like a sales person into building a business.” ~ Stephen Whiting
What drives the growth of your business?
Is it closing deals, converting people, or is it building a growth engine?
Maybe you’ve seen business that gets busy and suddenly gets slow. It’s that start/stop feeling. Where it feels like you’re on a rollercoaster that goes up and down, but hasn’t taken off.
This is the outcome of a person who is constantly focusing their attention trying to convert the next person they meet. And as a result, they haven’t got a growing pipeline of people who are in need of their services.
What’s the purpose of Marketing?
Marketing has one purpose. It’s to educate people who need your services that you can help them. And to establish that you’re the best person to serve their needs.
It’s a noble purpose, when you think about it. Without marketing, people wouldn’t know the best options available to them.
Building your growth engine
The number 1 rule of marketing is to be where your audience is. Full stop.
This is why Facebook is so powerful. With more than 2 billion users. The one thing Facebook has is all your clients. Today, tomorrow and in your future.
What if you could identify the people raising their hands that they need you? And get in front of them… everyday? What would that do for your business?
It’s possible with Facebook.
Rule number 2: Facebook is pay to play
Facebook has given you this incredible gift. It’s called advertising. It may be the greatest opportunity of our time. They’ll let you advertise to people beyond your newsfeed. Beyond your friends and family. This means you can be in the newsfeed of everyone in market in your area. Incredible.
When you advertise on Facebook you can attract and capture everyone who wants a home value in your market. 24/7. We call this digitally door-knocking.
Rule number 3: Marketing post iOS14 requires the full-funnel
It’s not enough to simply capture a lead. You need to build your know, like and trust with them.
How do you do that?
You leverage tools like video, email and text messages to introduce yourself early in the process. So they know it’s a real person that’s following up with them.
The full funnel includes everything from your ad to the way you introduce yourself and stay in touch.
Summary
Every single person that owns a home will sell it in the future.
Every lead that you capture will need your services at some point. The question becomes, are you the person that they are speaking with when they enter the market?
Building a growing business starts the moment you shift your thinking from being a sales person (who is here to close) to being a business (who is here to serve and build demand).
Then the sky is the limit to your growth. Wish you all the success.
