Marketing

I am a newbie at this. Here are some notes I took on The Nuclear Effect by Scott Oldford.

You have 3 sorts of people as potential customers. Your goal is to take customers from the slow lane to the fast lane.

4 Step Close —

1. Illuminate their current pain — get them to see how stuff costs them money and that you understand their situation. Listen to their story. Ask how the last month has been.
2. Clearly visualize the goal — Ask them to describe their goals, vision, and what motivates them. Practice active listening, repeat things back to them.
3. Highlight the Gap- between where they are and where they want to be. Ask them what they think needs to change? What support do you need the most? What sort of help would you need in the next 90 days?
4. Create a commitment — Here’s how I think I could help you achieve this over the next 90 days? If you had this would it help you achieve your goals?

Do not get involved in advanced marketing analytics until you know your customers. Having fancy CRMs costs a lot of money. You just need to increase your leads, or find just a few high ticket clients. In the beginning your marketing will be grass roots and relationship driven. Likewise, your financials decide your future hiring. You would not hire a team to grow unless you had the revenue.