TOOLS TO AUTOMATE

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The tools to automate are simple; the most important aspect of these tools is how they are used together, to form a cohesive process that drives your ideal prospects to your calendar.  The tools represent the mechanism.  Marketing and sales is all about the message, but the mechanism absolutely must work properly.

There are two primary branches for approaching marketing – marketing practice and marketing thought.  I believe it’s the combination, in a constant variable balance for any scenario, that works best.

Wroe Alderson, Philip Kotler, or Don E. Schults many be considered “the fathers of modern marketing”, but there’s an old saying in marketing; a saying that was true 100 years ago and will likely be true 100 years from now.  “Marketing is about getting the right message, to the right person, at the right time.”  So, you have to put yourself in your prospects’ shoes and ask yourself, “What would be the most useful or most helpful thing for them at this moment in time?”  Then, overdeliver.  Another mainstay saying in marketing is, “One solution, for one person, with one problem.”  

We will help you with the message and mechanism, so it resonates and compels your ideal prospect to fill your calendar with appointments.  The question is…what are you selling when you contact your prospect?  What’s most important in the sales process?

Steps:

1. Making contact with the right person – LinkedIn – CruchBase
   • You’ve done your homework on product-market fit and know you’ve got a great solution
   • You’ve targeted well, so you know exactly who to reach and that they likely have a strong need
2. Deliver your message in a personal way – CRM – Email Sequence – Loom
   • In bulk, or in spearfishing, customize your outreach – video
   • If the prospect replies, be sure to personally respond in an appropriate time and manner
3. Make the appointment – Calendly – Google Calendar
   • The goal is a “discovery call” or a “qualification call”
   • Always work towards getting the appointment – nothing else matters at this stage
4. Discovery and qualification – Google Slides – Lucid Chart – Trello – Website
   • What are the key elements you need to know
   • What is the mindset you are looking to impart, in anticipation of your full demo
   • Are you using the ninja or jiu-jitsu style of qualifying, or a combination
5. Presentation and close – Google Slides – Lucid Chart – Trello – Website
   • Recap of your qualification call and the agreements along the way
   • Bring down the hammer and make sure you understand why you didn’t get the order
6. User testimonials and case studies
   • Acquisition and editing
   • Template that makes sense to other prospects

Business and Sales Tool Discounts:

Everyone needs a CRM.  It’s the heart of your prospect and client tracking system. Here’s one that’s easy to use, responds quickly, has great features, responsive support, and integrates with lots of other tools.  Close.io.