'Be First In Mind'

WHITEPAPER: Be First In Mind







'Be First In Mind'
Optimize Demand Generation Minimize Lead Leakage, Increase Revenue Retention Continuously Drive Revenue




Lisa Cramer President LeadLife Solutions, Inc. lcramer@leadlife.com 770-670-6702 ©2008 Copyright. LeadLife Solutions, Inc. www.leadlife.com 1 WHITEPAPER: Be First In Mind

Table of Contents

What Does It Mean to "Be First in Mind"?......................... 3
Buy Cycle Today........................................................ 3
Existing Customers .................................................... 3
What Does It Mean To Your Business? .......................... 4

How Can My Business Become First in Mind?.................... 5
Start at the Beginning................................................ 5
Staying First in Mind .................................................. 5
Stay First in Mind with Customers ................................ 6

Conclusion.................................................................. 6
©2008 Copyright. LeadLife Solutions, Inc. www.leadlife.com 2 WHITEPAPER: Be First In Mind What Does It Mean to "Be First in Mind"?
How can a simple phrase-"be first in mind"-in any way help your business? Well, we suggest it's an approach to business that can help you maximize sales and marketing resources and drive more revenue.
As you enter the vast market with your products and services, how confident are you that prospects understand what's available? Do you feel that you are being asked to compete every time your product or service area is evaluated? How sure are you that your customers will turn to your company for advice and additional products or services? Do you even know?
We surmise the answer to one or more of the above questions is "no". So read on and see how being first in mind can profit your business.
Buy Cycle Today
The Internet and the proliferation of information on the Internet have changed buying behavior forever. We (the sellers of products and services) need to adapt our sales and marketing processes to meet that change.
. Before the buying cycle starts: Being first in mind means that you are engaging prospects before they actually become prospects. They haven't decided to buy what you are selling, but they can be interested in seeing what you offer, what other customers' have done with your products and services. Maybe what you are selling is something the prospect needs as they grow their business, but not for some period of time.
. When the buying cycle starts: Being first in mind means that you are the vendor that the prospect thinks about when they start the buying cycle. Being first in mind means that you are the one the prospect considers when starting to gather information. Prospects are online gathering information anonymously, often without the knowledge of any vendors. The buying cycle has started before the sales cycle starts. You can't sell if you don't know the prospect is looking. However, if you are first in mind, in your prospect's mind, they might use the information you provided as the criteria to evaluate the products they are reviewing.
Existing Customers
Being first in mind isn't just about your prospects. You should also strive to be first in mind with your customers. Although this sounds elementary, its amazing how many companies take their customers for granted.