Imagine a prospective customer walking down your ‘customer corridor’ to reach your office for your first meeting.
Your office is carefully positioned right at the far end of this potentially valuable customer corridor.
This is to ensure that you have some influence over them when they arrive. (Not dis-similar to how the supermarkets work – getting you to follow a carefully-planned route around their stores).
On the way along this customer corridor, your prospects are enticed to follow your route where they will pass by a selection of subtle images and messages about YOU.
Written and visual messages can highlight the advice you have been giving to your customers, in turn, letting your prospects know about the things that you understand about their business issues and their sector
Maybe along the way, your prospect pictures the ways that other businesses, just like his (or hers) have benefited from your help and guidance in the past.
By the time he gets to your office, how do you think he now may be feeling about meeting you?
This is pure ‘influencing‘ not selling. And it works very effectively. Even moreso, if these messages come from a third party – which is a subtle form of endorsement – creating a very powerful content strategy for your business.
We refer to this concept of attracting customers via content, the internet and social media as laying a trail of ‘digital breadcrumbs‘.
How Can a Corridor Improve my Sales Conversion?
Ask yourself these questions:
- How, after travelling along your carefully-designed corridor, may the picture of what you do, have improved in the mind of your prospect?
- As your prospect should now know much more about you, would he (or she) feel that he did this all by himself and did not feel coerced?
- How much better are your chances of now getting that sale?
The more we know about someone’s business and behaviour, the more confident we are – and more likely – to make a sales decision.
67% of the information prospects gain about you, is found by them, BEFORE they even make contact with you.
Discover how you can create, and stay in control of, what they find, by contacting us.