The Marketing Equation: Step 3

Create a Low-Risk Value Exchange

In Step 1 and Step 2 of your marketing equation you captured your prospect's attention and promised to provide valuable decision making assistance. Now it's time to deliver that value.

Now might be a good time to define "value", because value deliver is central to why the Marketing Equation works so well.

Value = Anything the prospect is willing to take action to get or keep 

In Step 3 of your marketing equation you create an equitable, low risk exchange between your prospect and you. Your prospect provides contact information (or some other information you deem valuable) in exchange for helpful information that will directly benefit him and assist in his decision making process.

 

Click on image to view the Marketing Equation Step 3 Video

 Marketing Equation Step 3

 

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