Marketing Basics for a Thriving Consultancy
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Transcript of Marketing Basics for a Thriving Consultancy
Marketing Basicsfor a Thriving Consultancy
with Rebecca Tall Brown
Agenda
Dedicated MarketingYour First 90 DaysYour Next 90 DaysResources
Open Q&A
Slides Available
TriLineMarketing/BCA
Intelligent Marketing
Intelligent Marketing:communicating (simply) that you’ve thought of everything
Intelligent Marketing:communicating (simply) that you’ve thought of everything
The Intelligent Marketing Process
Normal Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
The Intelligent Marketing Process
StrategyThe First 90 Days
Strategy: The First 90 Days
Target Market
Strategy: The First 90 Days
Target Market● Who are your people?
Strategy: The First 90 Days
Target Market● Who are your people?
○ Industry○ Size○ Location○ Need you’re fulfilling
Strategy: The First 90 Days
Target Market● Who are your people?● Where are they in the process?
○ Startup○ Growth○ Established○ Decline
Strategy: The First 90 Days
Target Market● Who are your people?● Where are they in the process?● What do they need from you to build
trust?
Case Study: Process Consultant
● Who are your people?○ Companies with at least in San Diego
● Where are they in the process?○ Late startup and growth companies in San Diego
who need process.● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,beyond-paycheck investment
Case Study: Process Consultant
● What do they need to build trust?○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
Case Study: Process Consultant
● What do they need to build trust?○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
ddk _ Webpage _ Email Signature_ Business Card _ LinkedIn Profile
● One month per tool (for proficiency)● Four tools = ?
● One month per tool (for proficiency)● Four tools = Four months● Don’t let perfection stop you
○ The first to act and follow-up and convince your client that you’ve thought of everything
● Create cohesion in word and process●
StrategyThe Second 90 Days
Refining Dedicated Marketing
__ Promote and fine-tune funnel & follow-up
TIP: Save yourself huge headaches Marketing’s job is to support sales.If you’re having trouble closing, get sales coaching
Expanding Dedicated Marketing
Get good at one-to-many__ Networking __ Conferences/Exhibits__ Speaking/Writing
Resources
Target Market● Who are your people?