Hey it’s Owen here for The Professional Builder,
So there’s four reasons that people buy. And today we’re really looking at that second reason. We’re addressing people’s logic and research. We’re addressing people’s, basically logical decision making, going, “Oh, this is totally, you know, it sounds great, but this is actually how they do it. That makes a lot of sense.” So, that’s what we’re addressing today with the How We Work With You process.
And also, looking at the sales process that we’ve gone over quite a few times recently, moving from the top of the sales funnel, which is what we call TOFU, to the middle of the sales funnel that we call MOFU, and the bottom of the sales funnel, which we call BOFU. So people go through those sales funnel at different speeds, right? Like, you know that some people will sit on the fence for ages and take ages to make a decision on who their builder’s going to be. And others would just come to you and be like, “Yeah. Saw something of yours on Facebook and now I’m ready to do it.” They will have gone through the sales funnel process at different speeds, but they’ll have seen the same stuff and they’ll have gone through it in the same order.