Marketing Doesn’t Put a Prospect In-Market…
Marketing conventional wisdom: Find the buyers in your market with an immediate need and get them into a “funnel” by using scarcity and urgency tactics. While that approach may work for selling paper towels, it’s no way to sell sophisticated professional services.
In the latest episode of the Thought Leadership Project podcast, Tom Nixon and Jay Harrington describe an alternative, known as the 95:5 Rule of marketing. It’s all about building trust with an audience when they don’t have an immediate need for your services, so that when they do they naturally think of you.
How Does Thought Leadership Marketing Work? The Opposite Way You Think.
In short, it’s farming not hunting.
Listen in to learn more about the 95:5 Rule and hear Jay and Tom describe how to use it to improve your marketing. Find it wherever you get your podcasts, or listen to the embed below: