Posts Tagged ‘Sun Tzu rules’
Laying out your social media campaign
Yesterday morning, I posted 10 Sun Tzu rules for the networked world. These are 10 questions to guide our social media strategy – beginning with describing our fans and ending, with issues which confuse the fans and which we need to address.
Startups have special issues
Start-ups struggle, or rather panic on the first question. Who is my fan? I know who speaks to me now, and I have a vague idea about who I want to speak to – and there is a biiiiiiiiig gap.
Pupils dilate. Heart pounds.
How can we define the fans we have never met?
All is not lost. We have a hack.
Last night, I posted a really simple way to imagine speaking to that customer that we haven’t met yet.
It’s a really good technqiue for describing fans and customers we hope to have but don’t have yet.
Get our scenario-writing going
Try it. Get rid of that anxious feeling !
You’ll be surprised at how quickly you can imagine the scenarios.
Once you are imagining meeting your customers, you can start defining your sales process
Once you can imagine your customers, the next important step is to figure out who is ready to buy. And if they are ready to buy, do they have the money and when will they have the money?
Finding the best customers
For those of us not from a sales background, approaching customers is seriously intimidating and meeting with dead-ends is disheartening.
BNET came timeously to the rescue yesterday. Here is their step-by-step “prospect qualification” system.
It breaks these larger 4 questions into baby steps.
- Do they need what you sell?
- Do they have the money to pay?
- Who does the buyer have to consult and who makes the final decision?
- When might they buy and what determines when they might buy?
It’s a very good idea to take one of the fans you described and step through these questions.
The questions seem to loop into each other towards the end so just revert to the pages 1-17 and click throught to the end!
Is this coming together for you? It should be. Do let me know!