As a certified coach with B2B CFO\u00ae<\/b> I have the privilege of working with new partners.\u00a0 I tell each partner I coach that even though they have joined a firm that will help them become a success; they are still starting up their own business.\u00a0 I ask them, if you were advising a startup client, what would you tell them regarding a marketing plan?<\/p>\n
I like to start with the Why<\/span>. Why did you get into the business of advising clients?\u00a0\u00a0 Simon Sinik has an outstanding webcast on the concept of the \u201cwhy\u201d.\u00a0 I suggest my partners review this video and then write up a statement as to why they are in this business.\u00a0 I believe that clients respond more to why you want to help them over \u201cwhat\u201d you will do for them.\u00a0 I would suggest that the \u201cwhy\u201d is the reason you buy a cell phone from a computer company (Apple Computer).\u00a0 So why do you want to perform consulting services?\u00a0 Since business owners tend to buy services from people they like, you need to connect with them on this \u201cwhy\u201d level.<\/p>\n Once you understand the Why, then you can define the \u201cWho<\/span>\u201d.\u00a0 Who is your target customer?\u00a0 The better you can define this, the more success you will have finding them.\u00a0 What type of business?\u00a0 What size of business?\u00a0 What industry? Is the age of the owner a consideration?\u00a0 What condition would you want the company to be in, growing; declining; looking for cash; looking to sell?<\/p>\n Where<\/span> will you find these owners?\u00a0 Where do they go for help?\u00a0 Where do they go to learn?\u00a0 Where do they find customers?\u00a0 Who else services their other needs?\u00a0 To be successful, I would advocate that you need to connect with your proposed client where their need meets your skills, so determining how to accomplish this is critical to making the connection and thus closing the sale.<\/p>\n Once you find this prospective client, what <\/span>will you say to them in order for them to connect with you?\u00a0 How will you demonstrate to them that you can service their needs?\u00a0 Where will they go to validate your claims?\u00a0 Do you have a website?\u00a0 Do you blog on topics of interest to them?\u00a0 Do you have testimonials from past success stories?<\/p>\n Every company needs a marketing plan. If you have not given much consideration to this lately you need to do so.\u00a0 The business landscape changes daily, being attuned to what your customers need and how to reach them is critical to your success.<\/p>\n","protected":false},"excerpt":{"rendered":" As a certified coach with B2B CFO\u00ae I have the privilege of working with new partners.\u00a0 I tell each partner I coach that even though they have joined a firm that will help them become a success; they are still starting up their own business.\u00a0 I ask them, if you were advising a startup client,…<\/p>\n","protected":false},"author":27,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_editorskit_title_hidden":false,"_editorskit_reading_time":0,"_editorskit_is_block_options_detached":false,"_editorskit_block_options_position":"{}","cybocfi_hide_featured_image":"","footnotes":""},"categories":[16],"tags":[],"class_list":["post-1485","post","type-post","status-publish","format-standard","hentry","category-other"],"acf":[],"yoast_head":"\n