Down The Rabbit Hole

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 (Ft. Tommy Liantonio)

September 23, 2021

DTRH Episode 32

How to Increase Conversion Using Identity Graphing & Psychographics - Part 1 

Ft. Tommy Liantonio 

Identity graphing is the future of lead management—the ability to recognize who is who within your website traffic and content consumers is critical. You must go above and beyond expectations, to crush that quota. When adding psychographics and AI calculated Ideal Customer Personas (ICPs) split into micro-personas, the opportunities are endless, and the level of precision and accuracy is unparalleled.

 

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Key Takeaways: 

  1. Matching personas from historic sales can increase conversion by 30-40%: Your data tells a story of who, what, and why prospects decide to become a customer. 
     
  2. Looking at a person’s behavior and psychographics will tell you what is important to them: What people do, follow, and act upon representing who they are, what they believe in, and what core values they have. 
     
  3. Finding the one who resonates with you best to pinpoint the champion within your deals: People buy from people they like, trust, and can relate to. The champion of any deal is likely to feel all three ways about you as the seller and is critical to building a strong, successful relationship. 

 

"There are only two reasons why somebody doesn't buy into what you're offering. Either your have the right message for the wrong audience, or the wrong message for the right audience." 

- Tommy Liantonio 

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Tommy Liantonio. Tommy has created IP around identity graphing and will be partnering with Rob to create the ultimate data-driven bundle for lead generation and high-precision sales and marketing. 

Tommy and Rob talk about how the root of all sales and effective marketing stems from the target—following your target, is the messaging. The two are tied together, kind of like conjoined twins. They are critical to one another’s lifeblood. They share the same heart, lungs and need each other to survive. 

Most businesses have not been successful with their targeting accuracy and have perfected their message around the incorrect target. Once the target has been corrected, often the messaging fails because, again, it was built for the wrong audience. These two aspects fit one other like a glove and are always going to be directly related.  

 

About Tommy 

Tommy Liantonio is the Founder & CEO of iiintent.io, LiftCertain, and two other marketing and advertising businesses. He is dedicated to building and applying identity-based AI to grow profitable companies in B2B and B2C. 

 

Feel free to connect with Tommy Liantonio or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Targeting #ICP #Message #Sales #Marketing #WinLoss

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