Generally the solution that you have to offer comes in the format of an Offer Ladder. When you solve one problem, you actually create another problem that you can solve. For example, when you sell your prospect a roll of tape you create a problem, the problem is how are they going to cut the tape, the solution is a dispenser that can cut the tape, now that they have the dispenser what is the next problem that they can have. Maybe the next solution to their problem is the type of tape. Double sided or not? Clear or colored? What width do they need etc.
When you have your dream avatar and offer ladder sorted, then the next step in your marketing takes place. The sales funnel. The sales funnel can be created to collect leads or to make a sale.
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