003 - Getting The Business
Today, we’ll talk about “Getting the Business” and why it’s so important to have a strategic plan for marketing and sales. We’ll also share a story about a client who used strategic inbound marketing to skyrocket his online sales.
Show Notes
Story of The Show — A contractor client of ours was trying to find a salesperson to grow his business, but never found the right fit. His business has grown anyway. How did he do that? (2:44)
What is “Getting the Business?” (3:47)
Why is marketing the business important? (4:57)
Can marketing do more than generate leads? (6:00)
Is marketing an expense or an investment? (7:27)
There are three elements of marketing. (9:47)
Why you need to understand your marketing strategy, even if you’re not the one executing it. (13:17)
How do you know if your marketing is GOOD? (16:17)
Why you have to know your market (apples vs. oranges). (18:35)
People buy for only two reasons: pain or pleasure. (24:59)
Do you have a sales process yet? You need one! (29:45)
How can reducing friction improve your sales process? (32:00)
Mount Rushmore — Marketing & Sales Resources (34:05)
Quote of the episode — "I worship at the altar of intention and obstacle. Somebody wants something, and something is standing in their way of getting it.” - Andy Sorskin (43:05)
Something you can actually go do (44:15)
Story Loop Closure — How inbound marketing took our client from $25,000 in online sales to $250,000 without a salesperson. (46:05)
Ethan’s Minute — Can Ethan overcome his awful internet issues to give a 60-second rundown of the episode? (48:50)
Quotable Moments
“It’s not just as simple as hiring a salesman. If it were only that simple, a lot of people wouldn’t be having the problems they have.” — K
“If you don’t have a plan to generate referrals, what you’re really doing is leaving the future of your company to chance.” — M
“The “who” is so much more important than the “what” in your message.” — K
Mount Rushmore
Marketing Made Simple & StoryBrand by Donald Miller (Martin’s George Washington)
Fanatical Prospecting by Jeb Blount
Marketing Company (Benali)
LinkedIn (Chris Walker, Dave Gerhardt, Aaron Witt) - Khalil’s George Washington
Badass B2B Growth Guide by Josh Braun
More from Martin
More from Khalil
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