Marketing Basics for a Thriving Consultancy
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Transcript of Marketing Basics for a Thriving Consultancy
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Marketing Basicsfor a Thriving Consultancy
with Rebecca Tall Brown
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Agenda
Dedicated MarketingYour First 90 DaysYour Next 90 DaysResources
Open Q&A
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Slides Available
TriLineMarketing/BCA
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Intelligent Marketing
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Intelligent Marketing:communicating (simply) that you’ve thought of everything
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Intelligent Marketing:communicating (simply) that you’ve thought of everything
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The Intelligent Marketing Process
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Normal Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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The Intelligent Marketing Process
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StrategyThe First 90 Days
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Strategy: The First 90 Days
Target Market
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Strategy: The First 90 Days
Target Market● Who are your people?
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Strategy: The First 90 Days
Target Market● Who are your people?
○ Industry○ Size○ Location○ Need you’re fulfilling
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Strategy: The First 90 Days
Target Market● Who are your people?● Where are they in the process?
○ Startup○ Growth○ Established○ Decline
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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?
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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
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Case Study: Process Consultant
● What do they need to build trust?○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
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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
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● One month per tool (for proficiency)● Four tools = ?
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● 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●
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StrategyThe Second 90 Days
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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
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Expanding Dedicated Marketing
Get good at one-to-many__ Networking __ Conferences/Exhibits__ Speaking/Writing
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Resources
Target Market● Who are your people?
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