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Has your sales process shifted due to COVID19? Maybe your customers' paths to purchase have changed. Let's re-evaluate your processes together and build a new marketing system for you that is more responsive to the new business environment.
What Is A Marketing System?
Strong marketing attracts the right customers to your business. The old maxim that 80% of your revenue comes from 20% of your customers is probably true in your business. It’s time to change those ratios so you get more of the customers you love and less of the ones that take up too much of your time. Our systems focus on getting leads from the kind of customers you want and paring down the inquiries from the customers that aren’t profitable for you.
View the steps in creating a marketing process.
Get The Right Customers, Not just Any Customers
Right now, it may be tempting to market to everyone and anyone. That's just panic talking. Your strategic mind knows that it's better to focus your marketing efforts where they will bring the best results.
And that sweet spot happens when your marketing initiatives attract customers who are like your best ones and repel the ones who impede your success. Because, let's face it, you really want a hundred, a thousand, or a million more of your ideal customers. They bring in more revenue, are easier to work with, and make you love what you do.
Through market research, we pinpoint the beliefs, behaviors, and pain points of those folks and create messaging that speaks directly to them. We also zero in on the customer journey and use life-cycle marketing techniques to get you more of the customers you want.
Building the right system for your business is a diligent and thoughtful process, so if you are looking for a silver bullet or a fast fix, we’re probably not the agency for you. We partner with companies to solve their problems, not just provide a one-off service. Sound reasonable?
Initiate Kick-Azz Goals
The process begins with understanding your goals. We write very specific objectives that are tied to your overall business goals. For example, “Get more customers,” is not a goal. That’s a wish. A better version of that might be, “Obtain 100 new enterprise-level customers in the next 12 months who have revenues over $20M yearly and who place greater value on customer service than cost. That is a specific, measurable, and focused goal.
Build The Marketing Strategy
Our third step is to construct a deliberate and considered marketing strategy based on the situation analysis and your goals.
Integrate Your Sales & Marketing Efforts
Fourth, and sometimes most importantly, we collaborate with your sales team. If your sales team and marketing department aren’t fully aligned, you are losing money. Next bring these two departments into sync. We examine your sales process and your marketing directives to find the gaps between them. We then create a plan informed by the market research to overcome these differences. Our approach combines research, processes, and psychology to bring your sales and marketing efforts into alignment. Want to know more about aligning your sales and marketing teams? Contact us.
Now that we know what we are saying, to whom, why, and for what desired result, we then decide on how we will deliver these messages. Delivery is all about tactics. Will we use social media, SEO, email marketing, media relations, advertising, or events? Most likely, we will use a combination of tactics. The choices are driven by your budget and everything we have learned in steps one through five.
Hopefully, you have noticed that choosing tactics is step six of the process. Most SMBs start with tactics, cross their fingers, and hope something works. Trying tactics willy nilly is expensive, time-consuming, and will not get you to a proven system that consistently generates high-quality leads. Ready to get started? Contact us.
A structured measurement plan outlines the key performance indicators (KPIs) by which we will measure each of the campaigns we put in place. We continually measure against our goals in step one and make adjustments where necessary. Over time, efficiencies increase, costs per lead decrease and you realize a good return on your investment.
Scale Your Business With An Effective Marketing System
If you have a long term vision for your business, (and perhaps it has changed due to recent events) you'll need a collaborative partner who can help you formulate a reliable marketing system. Whether it's building a new system from the ground up or making adjustments to your current system, we partner with you to get the right integration between your business processes, sales team and marketing campaigns.
If you want a quick and easy solution, we can refer you to another firm. But if you want marketing that consistently earns a high return on investment, let’s talk about who your ideal customers are and their path to purchase.
Marketing Systems Aren’t Right For Every Business
As you can see, creating a custom marketing plan is a thorough and deliberate process. By engaging in it, we uncover and solve the issues preventing you from marketing your business effectively. It requires a commitment on your part because you won’t see immediate results. However, what you gain is a long-term solution to your most perplexing marketing challenges. Sound good? Contact us.
The Right Fit Is Critical
We are interested in working with companies who are looking for long-term solutions to build their business. Your company culture and ours should be a good match so that it’s a successful collaboration. Like you, we want to grow but we want customers who are the right fit for our solutions and our values. Our company culture is critical to our success, so it’s imperative that our customers are great partners. Are you a great partner? Contact us.
We Listen More Than We Talk
We spend a lot of time getting to know a company and the decision-makers before we engage. We ask questions and listen so that we truly understand your marketing challenges. If we think we can help you, we’ll invite you to continue the conversation. If not, we will refer you to someone else. Ultimately, we want to get you to the right place to help you succeed. Want to learn more? Let’s talk.
Want your own custom marketing system?
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