The Five Lightbulbs framework
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The Five Lightbulbs framework
Selection: Anxieties: What worries do your prospects have? They’ll bring a set of specific questions that you’ll need to answer. They won’t be vague like “trust” or “quality”; they’ll be ultra-specific, like “do they have many gluten-free options?” Inertia: What’s holding them back? Even after they decide, prospects may need to overcome additional
... See moreMatt Lerner • Growth Levers and How to Find Them
Here’s a useful set of questions you should answer before we proceed:
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
What do your prospects NEED TO BELIEVE in order for them to take the actions you need them to take to buy?
What do they need to REALIZE? (The AHA moments.)
What do they need to AGREE to in ADVANCE?
What do you NEED TO SAY in order for them to be PRE-sold on what you will offer in the... See more
Your customers’ journey begins long before they realize they need your product. It starts with problems they’re trying to solve or goals they’re trying to achieve. It continues through researching and comparing possible solutions and ends with them choosing one. I call these stages in the journey Struggle, Search, and Selection.