Posted by Scott Bywater in Business Development, Business to Business, marketing, Marketing Funnels, Strategy Sep 11th, 2018

Let’s talk about “How to create a marketing priority list.”

As I mentioned yesterday, I’ve had a client and their biggest issue has been closing sales at the bottom of the funnel.

Yet he was being pulled towards all of these other activities, and it got me thinking.

When it comes to marketing “there’s never a shortage of things to focus on.”

The question is, where are you on the chess board?

I read the Art of War recently and one of the things that really struck me is actually UNDERSTANDING our TERRAIN.

So for instance if we use that WAR metaphor…

If you got heaps of forces and you’re on top of the hill up against a small force, the way you fight is very different than if you’ve only got 5 or 6 men and you’re fighting against 30 or 40.

If we look at the Vietnam war for instance, the Vietnamese used some very clever strategies with underground tunnels – fighting based on what their terrain was.

That’s what I want you to think about when creating your marketing priorities list.

What’s my terrain, where am I situated right now?

One way of doing this and breaking it up is you want to look at in terms of your funnel.

Is your problem right now at the top of the funnel? Is it getting awareness, do not enough people know about your product or service?

If that’s the case, then things like Google Adwords, Facebook Ads, etc. are very, very useful.

Is it that you’re not building enough trust?

So perhaps you’re getting lots of visitors to your website, but not enough leads?

If that’s the case, then what you want to be doing on your website is creating lead magnets so people can collect email addresses? Then follow up with email marketing.

Or is your problem with actually closing the sale? If that’s the case, maybe you’re sending out proposals and not following them up…

Or maybe there’s an issue with your sales process. You’re getting qualified leads, but not actually closing them.

What I would encourage you to do right now is have a real think about where in the funnel you are weak.

Then base your marketing priorities on that.

It’s not to say you can’t do it all, you’ve just got to prioritize it over time and say:

What are my resources?

Am I working with a very small marketing budget or do I have a sizeable marketing budget?

Think of the terrain.

If you’re playing chess and you’re a few pieces down, you’re going to play the game differently than if you’re in attack.

Need help clarifying your marketing priorities?

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Scott Bywater

Direct Response Copywriter at Copywriting That Sells
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