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Getting into your prospects’ mindsets

A nice article called ZMOT, and what it means to Marketers on Velocity’s B2B Marketing blog talks about the idea of the “Zero Moment of Truth”, or ZMOT. There’s a good eBook from Google on the subject too. “FMOT” is the “first moment of truth”, the point where you buy something. “ZMOT” is the research you do before that. Sure, it’s all marketing acronyms, but it’s well worth thinking about. “Basically, you need to find out when people start researching the kinds of solutions you’re selling and what questions they key in to Google’s search field. This is marketing’s first lesson, applied to the digital age. At ZMOT, it’s not your story; it’s their story. You’d better make sure you fit in there.”

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