Episode B.014 Building A Customer Acquisition Process

Context
One two sales processes designed to attract new clients. It encompasses building brand awareness, conducting marketing campaigns, selection and executing the appropriate sales model, and managing the sales funnel. It requires investing in a scalable CRM (Customer Relationship Management) package to support a detailed and obsessive attention to the entire sales process. Implementing a CRM requires some customization to fit the sales model and making data capture user friendly. 

Core Elements

• Branding Process
• Marketing Process
• Sales Process
• Processes Platform

Branding Process

1. Defining Company Brand
2. Defining Product (Service) Brand
3. Defining Owner Brand
4. Finalizing Overall Brand Personality
5. Defining Your Sweet Spot

Marketing Process

1. Mapping the Sweet Spot's Value Chain
2. Surround Them - Be Where They Are
3. Mapping Your Current Reach - Close or Far Away?
4. Choice of Media
5. Understanding Your Perceived Image
6. Determine CRM & Metrics (Marketing & Sales)
7. Create Publishing Plan & Start (Unknown)
8. Design & Start Marketing Campaigns

Sales Process

1. Respond to the Interested (Aware)
2. Engage Responses (Preferred)
3. Open the Sale (Suspects)
4. Investigate Pain Points
5. Comparing - Proposal for Review (Prospects)
6. Close the Sale (Customers)

CRM Issues

• Does it cover all aspects of Marketing, Sales, and Service?
• Is the platform customizable to fit your processes?
• Does it integrate with your other platforms - accounting, website, etc.
• Does the cost fit within your budget?