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The episode discusses the concept of the buyer's pyramid in B2B fields, where only 3% of the market is immediately ready to take action. Instead of targeting this narrow 3%, speaker Mark advocates focusing on building relationships with the 3-15% of the market who are open and receptive to information on your particular topic. He also stresses the importance of reducing the level of commitment and building a personal brand by sharing your value system to inject emotion into the process. Finally, Mark emphasizes that building an email list is a more sustainable way to build a business than relying solely on social media platforms.
1. Focus on building relationships with the 3-15% of your market that are open and receptive to information on your topic, not just the urgent 3%. This will help you better fill and accelerate your pipeline.
2. To build this relationship, it's important to reduce the level of commitment required from potential prospects, and to build a personal brand around your value system to inject emotion into the process.
3. Building an email list can be a more sustainable way to build your business than relying solely on social media, since social media algorithms can change at any time.
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