Sales and Marketing with Bill Doerr
15 Second Executive Speed Read
In business, there are a few key things that, if you do them, will bring about more clients and revenues than you may be getting now.
Therefore, in a multiple part series, you're going to be introduced to a 'Top 10' list of common actions you can use . . . to grow your business. And each will be clearly presented and explained.
Finally, you'll be guided to create an ACTion Plan to be sure you will implement any of the 'keys' you may decide are appropriate for your business and essential for your growth and success.
Before we get into the Top Ten Keys . . . let's be sure we're going where you want to end up. Let's be sure our Objective is clear, the Strategy succinct and the Goals support them both. Fair?
OBJECTIVE:
Grow your business. Simple. Like when Horace Greeley said, "Go WEST, young man". He gave a direction, not a destination. You may choose to grow by thousands or millions. The 'direction' we want to be clear about is . . . 'growth'.
STRATEGY:
Establish and nurture relationships for your business. For your success. There are three (3) essential groups of people you want to do this with:
- Suspects -- people whom you have some reason to believe MIGHT do business with you BUT . . . you've never contacted them about this possibility.
- Prospects / Clients -- people whom you believe are LIKELY to do business with you, AND . . . have been contacted in the past, gave you their permission to stay in touch, and may have already done business with you (or, not but you're hopeful!)
- Strategic Alliance Partners -- people whom you may or may not have done business with AND . . . you believe could and would be willing to promote awareness of you and your business to people in their contact network
GOALS:
Here are the ten (10) things you want to do with your three groups of people (strategy) to grow your business (objective):
- Articulate . . . your mission . . . your raison d'etre . . . your position of distinction
- Profile . . . your Ideal Client
- Define . . . your problem-solving services, products and capabilities
- Identify and Develop . . . alliances with your centers-of-influence
- Create . . . collateral materials for use with your 3 key groups of people
- Incorporate . . . a CRM solution to manage your marketing efforts
- Drip . . . your marketing messages on your 3 key groups of people
- Reconnect and Requalify . . . everyone in your CRM on a regular basis
- Generate . . . preferred introductions to people who can help your business grow
- Gain Access . . . to people using social media and social activities to raise awareness of your business, attract interest in your benefits and generate response to you by qualified people when they are ready and receptive to discuss working with you.
TACTICS:
At this point, you have an objective -- 'growth', a strategy based on three key groups of people -- 'suspects, prospects and clients, and strategic alliance partners' as well as ten (10) goals to support both.
What's left? ACTION! Up to now we've been defining the 'playing field'. Now, it time to do something with all the planning we've been doing so far.
Tactics . . . are the specific actions that make the goals happen, the strategy relevant and the objective we've shared above . . . a reality . . . for you!
Next Month, we'll take on the first group of TACTICS . . . in detail:
- Articulate . . . your mission . . . your raison d'etre . . . your position of distinction
- Profile . . . your Ideal Client
- Define . . . your problem-solving services, products and capabilities
- Identify and Develop . . . alliances with your centers-of-influence
- Create . . . collateral materials for use with your 3 key groups of people
In September, we'll take on the second group of TACTICS . . . in detail:
- Incorporate . . . a CRM solution to manage your marketing efforts
- Drip . . . your marketing messages on your 3 key groups of people
- Reconnect and Requalify . . . everyone in your CRM on a regular basis
- Generate . . . preferred introductions to people who can help your business grow
- Gain Access . . . to people using social media and social activities to raise awareness of your business, attract interest in your benefits and generate response to you by qualified people when they are ready and receptive to discuss working with you
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Bill Doerr is CCO of SellMore Marketing. He helps professionals and other service providers to market their problem-solving expertise simply, effectively and affordably. You can reach him at http://www.sellmoremarketing.com/, or by phone at 860-798-6964.
For more information, please visit Bill's TNNWC Bio.
Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC
“Empowering Emerging Enterprises”
The National Networker Publications™ produced by TNNWC Group, LLC
“Empowering Emerging Enterprises”
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