Marketing Basics
for a Thriving Consultancy
with Rebecca Tall Brown
Agenda
Dedicated Marketing
Your First 90 Days
Your Next 90 Days
Resources
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
Strategy
The 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
○ Est...
Strategy: The First 90 Days
Target Market
● Who are your people?
● Where are they in the process?
● What do they need from...
Case Study: Process Consultant
● Who are your people?
○ Companies with at least in San Diego
● Where are they in the proce...
Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-payche...
Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-payche...
● 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 f...
Strategy
The Second 90 Days
Refining Dedicated Marketing
__ Promote and fine-tune funnel & follow-up
TIP: Save yourself huge headaches
Marketing’s job...
Expanding Dedicated Marketing
Get good at one-to-many
__ Networking
__ Conferences/Exhibits
__ Speaking/Writing
Resources
1. LinkedIn review for $5
simple LinkedIn review and clear wording suggestions from http://www.
fiverr.com/writi...
Marketing Basics for a Thriving Consultancy
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Marketing Basics for a Thriving Consultancy

  1. 1. Marketing Basics for a Thriving Consultancy with Rebecca Tall Brown
  2. 2. Agenda Dedicated Marketing Your First 90 Days Your Next 90 Days Resources Open Q&A
  3. 3. Slides Available TriLineMarketing/BCA
  4. 4. Intelligent Marketing
  5. 5. Intelligent Marketing: communicating (simply) that you’ve thought of everything
  6. 6. Intelligent Marketing: communicating (simply) that you’ve thought of everything
  7. 7. The Intelligent Marketing Process
  8. 8. Normal Marketing Process
  9. 9. The Intelligent Marketing Process
  10. 10. The Intelligent Marketing Process
  11. 11. The Intelligent Marketing Process
  12. 12. The Intelligent Marketing Process
  13. 13. The Intelligent Marketing Process
  14. 14. The Intelligent Marketing Process
  15. 15. The Intelligent Marketing Process
  16. 16. Strategy The First 90 Days
  17. 17. Strategy: The First 90 Days Target Market
  18. 18. Strategy: The First 90 Days Target Market ● Who are your people?
  19. 19. Strategy: The First 90 Days Target Market ● Who are your people? ○ Industry ○ Size ○ Location ○ Need you’re fulfilling
  20. 20. Strategy: The First 90 Days Target Market ● Who are your people? ● Where are they in the process? ○ Startup ○ Growth ○ Established ○ Decline
  21. 21. 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?
  22. 22. 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
  23. 23. Case Study: Process Consultant ● What do they need to build trust? ○ Handshake, sit-down meeting, follow-up, beyond-paycheck investment, proposal
  24. 24. 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
  25. 25. ● One month per tool (for proficiency) ● Four tools = ?
  26. 26. ● 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
  27. 27. Strategy The Second 90 Days
  28. 28. 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
  29. 29. Expanding Dedicated Marketing Get good at one-to-many __ Networking __ Conferences/Exhibits __ Speaking/Writing
  30. 30. Resources 1. LinkedIn review for $5 simple LinkedIn review and clear wording suggestions from http://www. fiverr.com/writingtips 2. Get your homepage reviewed for $5 simple one-page reviews from http://www.fiverr.com/market8 3. Get a better handle on the consulting process The Million Dollar Consultant by Alan Weiss 4. Write and publish a book - Authority by Nathan Barry

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