Reinvention

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Wednesday November 15, 2006

4 levels of belief; 5 ways to market

Promise Phelon, CEO of the Phelon Group recently spoke at the fall WITI Conference in Santa Clara during a session called “the Changing Customer Conversation”, and introduced these 4 levels of belief.

People are most likely to believe, in this order, from these sources:
#1. Their own experience
#2. Peers / someone they can validate
#3. 3rd party experts
#4. Companies, directly

I agree with this model.

When you’re doing marketing are you doing mostly company-focused speak, or are you doing what works:
- giving people the ability to “try” what you have,
- to hear from others (ala video testimonial),
- engaging in real conversations via blogs and 2-way forums,
- asking for referrals from existing customers,
- and, working with key influencers in your market.

Cause those things, my friend, are the keys to growth. Spend time and money according to these belief hierarchies.

Technorati Tags:
Consumer Marketing, Phelon Group

Categories: Go-to-Market Strategies, Marketing

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