“Surround Your Market, Become Clients First Choice, Create A Cult of Service”
The BDP (BizDevelopment PAK) is a bundle of four separate modules on Branding, Marketing, Sales, and Service. We assembled these to address the number one problem of small business – generating sales revenue by acquiring new customers and upselling to existing accounts.
Given our multiple decades in the business, we have enjoyed the quickening pace of technology and its impact on business operations. Technology is empowering small businesses to look and act like large enterprises with a smart mix of free and subscription based solutions. There is no reason to spend more than $300 to $500 a month to operate a world class marketing and sales operation.
Our series of modules represents best practices for building an Integrated and Automated Marketing>Service>Sales Process that creates Market Dominance.
Let's summarize what we mean by integrate, automate, and dominate.
The web and social media has changed how we market and sell. Some of those changes improve the process – rent rather than buy technology, and some make this process more difficult – you need permission to market and sell. The companies taking advantage of this see little difference between marketing, selling, and post-sale servicing. In reality it is a single chain focused on selling a solution that impacts business (B2B) or a personal lifestyle (B2C) that exceeds expectations to build long-term loyalty. The most effective organizational structure is based on core processes, not separate functions. Make sure your marketing, sales, and service functions are all reporting to the same individual whenever possible.
The goal is to “surround them,” using the web and social media to target your sweet spot (the most profitable potential or existing customers) with information that provides value and shows expertise. The most current research on selling indicates it takes approximately 15 touches to gain the attention of prospective customers. Instead of publishing as time allows, or the mood strikes, the best companies publish across several platforms on a predetermined schedule. All of this can be automated with a comprehensive publishing schedule with just a 30 to 60 minute daily investment.
Market Leadership or Market Domination results from identifying the perfect customer and surrounding them messaging that influences buying decisions. The companies that excel at surrounding prospective customers with valuable messaging achieve Preferred mind-share. That means whenever potential customers are considering a buying decision, they are on the top of the list and it is their business to lose.
To become the Preferred Choice, you must understand their buying persona. What are they thinking and doing while making buying decisions? Our previous discussions on integration and automation focused on how to surround - the issue now is messaging content that will:
Level 3 New Customer Sales - Embedded
new choice for BUSINESS SEARCH
All IBGR Shows Notes are available for download