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?