Sales and Operations Digital Readiness Model

𝗟𝗮𝗻𝗱𝗺𝗮𝗿𝗸 𝟰: 𝗥𝗲𝗺𝗼𝘃𝗲 𝗥𝗼𝗮𝗱𝗯𝗹𝗼𝗰𝗸𝘀 𝗣𝗿𝗶𝗼𝗿 𝘁𝗼 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻

Our prospects are constantly trying to come up with reasons why they should not buy your product, even as they learn more about it. And so it’s your job to preempt these objections that stop prospects from becoming customers.

But, 𝘩𝘰𝘸?
There are (3) three general categories of objection:
1. 𝙋𝙧𝙞𝙘𝙚/𝙏𝙤𝙤 𝙚𝙭𝙥𝙚𝙣𝙨𝙞𝙫𝙚
2. 𝙏𝙤𝙤 𝙘𝙤𝙢𝙥𝙡𝙞𝙘𝙖𝙩𝙚𝙙
3. 𝙇𝙖𝙘𝙠 𝙤𝙛 𝙩𝙧𝙪𝙨𝙩

Ideally, you want to remove the roadblock of objection before the prospect even knows his objection exists. In other words, anticipate the roadblock and address it in a logical sentence construction for your Facebook Ad copy.

✔️𝙋𝙧𝙞𝙘𝙚/𝙏𝙤𝙤 𝙚𝙭𝙥𝙚𝙣𝙨𝙞𝙫𝙚
Objections based on price are the ones you will come across most frequently. That's because all purchases come with some level of financial risk. In writing your Ad copy, consider the position of your product and how to demonstrate its value. By providing value and painting a picture of where your solution will take them, they can be convinced that it's enough reward to justify the risk.

✔️𝙏𝙤𝙤 𝙘𝙤𝙢𝙥𝙡𝙞𝙘𝙖𝙩𝙚𝙙
Complicated products only confuse prospects. The core value of a product gets diluted in a flood of flashy extras. A straightforward product, on the other hand, allows businesses to better connect with prospects, making it easier for them to sell the product. A good, simple advertisement focuses on the mass desire and the most compelling feature of that product.

✔️𝙇𝙖𝙘𝙠 𝙤𝙛 𝙩𝙧𝙪𝙨𝙩
"I've never heard of your company." People generally do business with companies they like, know, and trust. In an inbound sales interaction, the prospect is familiar your content or familiar with your organization in some way. Lack of trust can be overcome by reminders of your past interactions, or you may reconsider your sales cycle and whether it's feasible to nurture them further.

Above all, learn what led your prospect to seek out your product and write your Ad copy accordingly.

𝙄𝙨 𝙮𝙤𝙪𝙧 𝙢𝙖𝙧𝙠𝙚𝙩 𝘿𝙀𝘼𝘿?
Does your market no longer believe in your advertising, and therefore no longer wishes to be aware of your product?

Now, the emphasis shifts from the new promise and the new mechanism which accomplishes it. You have only two options: 1) to identify with the prospect himself in your Ad headline or 2) declare your market DEAD.

Is it time to move on? 𝐃𝐨𝐧’𝐭 𝐛𝐞𝐚𝐭 𝐚 𝐝𝐞𝐚𝐝 𝐡𝐨𝐫𝐬𝐞!

Let’s plow ahead and explore the (𝟕) 𝐬𝐞𝐯𝐞𝐧 𝐋𝐚𝐧𝐝𝐦𝐚𝐫𝐤𝐬 𝐟𝐨𝐫 “𝐇𝐨𝐰 𝐭𝐨 𝐖𝐫𝐢𝐭𝐞 𝐀𝐝 𝐂𝐨𝐩𝐲?” The landmarks of advertising are important stages to convince your audience to buy your product. It is the equivalent to a road trip with a map of only destinations as the ‘landmarks’ for success!

We will explore the (𝟳) 𝘀𝗲𝘃𝗲𝗻 𝗺𝗼𝘀𝘁 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁 𝗹𝗮𝗻𝗱𝗺𝗮𝗿𝗸𝘀. They are as follows:
𝟭. 𝗣𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻, 𝗜𝗻𝘃𝗶𝘁𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗩𝗮𝗹𝗶𝗱𝗮𝘁𝗶𝗼𝗻
𝟮. 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘇𝗲 𝗜𝘁
𝟯. 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮𝗻 𝗔𝗿𝗰𝗵𝗶𝘁𝗲𝗰𝘁𝘂𝗿𝗲 𝗼𝗳 𝗕𝗲𝗹𝗶𝗲𝗳
𝟰. 𝗥𝗲𝗺𝗼𝘃𝗲 𝗥𝗼𝗮𝗱𝗯𝗹𝗼𝗰𝗸𝘀 𝗣𝗿𝗶𝗼𝗿 𝘁𝗼 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻
𝟱. 𝗦𝗵𝗼𝘄 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁 – “𝗛𝗼𝘄 𝗗𝗼𝗲𝘀 𝗜𝘁 𝗪𝗼𝗿𝗸?”
𝟲. 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗔𝘁𝘁𝗮𝗰𝗸
𝟳. 𝗕𝗼𝗿𝗿𝗼𝘄 𝗔𝘂𝘁𝗵𝗼𝗿𝗶𝘁𝘆

On October 14th (in 10 days, I hope you join me), I will begin to explore each of these (𝟕) 𝐬𝐞𝐯𝐞𝐧 𝐥𝐚𝐧𝐝𝐦𝐚𝐫𝐤𝐬 in the suggested order from above.

Invite knowledge in and join our community…

'𝗛𝗼𝘄 𝘁𝗼' 𝗴𝗲𝘁 𝗮 𝗙𝗔𝗦𝗧🏃💨𝘀𝘁𝗮𝗿𝘁 𝘁𝗼 𝗺𝗮𝗸𝗶𝗻𝗴 𝗺𝗼𝗻𝗲𝘆 𝗮𝘀 𝗮 𝗱𝗶𝗴𝗶𝘁𝗮𝗹 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗲𝗻𝘁𝗿𝗲𝗽𝗿𝗲𝗻𝗲𝘂𝗿?
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