stages of development - International Business Growth Radio Network

(SERIES: TAMING THE TWO HEADED BIZ MONSTER) - WK3: NOW LET'S DEAL WITH THE EGG - DEMAND - DONNA KUNDE & WILLIAM EASTMAN

22/10/2021

Last week we built on 2 previous shows; explaining the dilemma of building a two-side business model and starting with supply - the chicken.

This week we tackle the egg problem - creating demand for your offer.

EPISODE 9: BUILDING YOUR CREDIBILITY TO PROVIDE SOLUTIONS
With over 1.7 billion websites, 2.85 billion Facebook users, and 774 million LinkedIn users - how do they find you through all of this white noise? We are not doing a session on solving this challenge, we have several Wednesday shows handling the topic, our focus will start with the first touch point and building credibility over time.

Don't think this can be accomplished solely with statements like "over 4 decades in the in industry" or "our solutions have produced 100 million dollars for clients"; everybody says that - how truthful does it sound? What matters is they have raised their hand and said talk to me; it is the initial and follow-up conversations that will impact credibility.

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Before a prospect will consider your solution they need to see you as the trusted source. Your credibility must be directly linked to the problem the prospect needs a solution to right now.

EPISODE 10: MAKING YOUR SOLUTIONS USER FRIENDLY
Making this statement true becomes more difficult as your expertise on the topic increases. You have been intimate to the subject for so long that too much is taken for granted. You could try the firehose approach and tell them everything. They might be impressed but it will only further complicate what must be simple - how to use your offer.

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The best solution in the world is useless if your prospects don't understand how to use it or how it benefits them

EPISODE 11: BE THEIR GUIDE THROUGH THE PROCESS
The smart move is to slow down and only provide the information when the prospect is ready for the next download. You know the offer has the width (a wide range of solutions) and depth (proven applications that cover most situations) - how do you get the prospective customer to arrive at the same conclusion?

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Create a roadmap and drip funnel and take your prospects through a logical process. They need to know where they are on the path as well as what came before and what comes next.

EPISODE 12: THE BOTTOM LINE - HELPING THEM CLOSE GAPS
There are multiple approaches to make this a reality and your choice must fit the brand, business model, and offer. IBGR's approach to providing solutions to the challenges of starting, growing, and exiting a business is providing a complete platform with an 'Owners Manual'; that solves the first problem first, then moves on to the new first problem until the list is clean.

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