7. What are his typical concerns/objections when considering purchasing your product? Maybe he thinks it is expensive… Or he doubts the transparency/reliability of third party services and is used to doing everything himself…
8. Does he make decisions more emotionally or rationally?
9. What criteria does he use to make his decision? Is he cold-bloodedly looking for the best price/quality ratio or is he looking for a way to express his status?
10. Is he aware of your brand? Or will he hear about it for the first time?
11. What are his expectations from your product? What changes in uk people whatsapp number his life does he hope for after the deal is closed?
12. Does he even know about the type of service you offer? Or is he used to using alternative ways to solve the problem and is unaware of your way to ensure his customer happiness?
Remember: at this stage, your interaction with the agency is very important. Despite our 7 years of experience, it is possible that we will encounter this target audience for the first time. After all, over the years you have accumulated knowledge about the habits and preferences of these people. Share this information with the marketer and then every element on the site will be thought out taking into account what your potential buyers will like and what they will not!
3. Who are your competitors?
There are probably hundreds of sites on the Internet that already offer similar products to the same target audience. We need to figure out how to differentiate ourselves from them.
Competitive intelligence is essential
To do this, the agency needs to know the answers to the following questions:
1. Who are your direct competitors?
2. Are there any indirect competitors?
3. What ideas are worth borrowing from competitors?
4. What are your competitors' weaknesses compared to you?
5. In what ways are your competitors superior to you?
Remember: if you think there are no competitors, think again. Even if you have a unique product or service, there is probably another way to meet that need. Indirect competition is often underestimated!
4.
Now we need to formulate your unique selling proposition - a compelling key benefit from purchasing your product, valuable from the point of view of the target audience and not found in your closest competitors.
For example: “We’ll deliver hot pizza to your office in exactly 30 minutes, or you can get it for free!”
The target audience is a manager who has been sitting at work for too long. He is hungry as a wolf, so he wants to be sure that the desired pizza will be delivered to him quickly.
The company's commitment to give away the pizza for free if the delivery person is late sounds convincing. "They'll definitely be in a hurry to avoid losing money," the manager says.
Other pizzerias cannot promise such efficiency, since they are located further from office centers and are not so well equipped. A successful differentiation from competitors is obvious.
All other information that will be on your site is designed to increase trust in the USP and call to action. Here it is important to understand what kind of action: a direct purchase or an intermediate micro-conversion like a subscription.
