You Probably Are.

You’re paying for marketing to build brand awareness and generate leads.  But if those efforts don’t result in closed business, they’re wasted. This generally happens for one of two reasons:

1. The marketing isn’t working, or…
2. Your internal processes for converting leads into sales isn’t working

Either of these could be due to bad design or poor execution. We will help find the root cause and eradicate it.

There are literally thousands of ways to promote your business, and all of them cost something – if not money, time.  SEO?  Events? Facebook Ads?  Direct Mail? Ask someone selling those services, and of course it’s the thing for you.  But in reality, the right way to market one company is not the right way to market another.  We help you pick the right marketing channels and find the right vendors to execute the strategy that’s best for your business.

Your marketing team can show you all kinds of impressive charts and graphs.  You know there are calls and inquiries coming in…

So where’s the business?

We will improve your intake and conversion process by making sure the leads are well qualified and have a seamless experience from call to close.  That includes designing sequences, writing scripts, training and role playing with staff, hiring new staff, and whatever else is necessary to make sure you’re closing at a high rate.

Growth of your company requires a solid business development strategy. We first develop and adapt strategies that are tailored to how your unique business operates. The traditional model of “hunting” for business is reactionary and unscalable. Likewise, the modern models of marketing funnels and sales pipelines lead to very isolated, misaligned operations. Our model for designing business development strategies is “The Harvest Cycle.”  It turns out that the systems needed to grow your business are a lot like the systems needed to grow our food.  Just like the way the process of growing an apple is different than growing wheatgrass, each business’s business development strategy will be different.  But they all follow the same fundamental processes.

Plan – We develop the strategy based on your overall business goals, what you’re trying to sell, your target market, timing, and your current capabilities to deliver, and your capacity for new business.

Prepare the Soil (Branding)  – Tilling and conditioning the soil creates a more fertile environment for seeds to germinate.  in business, this is all of the communication and activity that builds awareness, trust, and credibility with your target market.  It doesn’t close sales on its own, but it makes those sales bigger and close faster.

Plant the Seed (Marketing) – Nothing starts growing until a seed is planted.  Sales opportunities start developing once marketing makes an offer and an ask.  The value you can bring to your target and the opportunity to do business is clearly communicated through the most appropriate channel.

Cultivate the Sale – Opportunities have to be nurtured along the way with value-added follow-up activities.  Likewise, they also have to be protected from weeds (distractions), disease (bad reputations and experiences), and pests (the competition).

Harvest (Close) – Crops that aren’t harvested rot on the field.  Without the right processes in place to close on the opportunities generated, all of the cost and effort that goes into them is lost as well.  We design that process specifically for each unique strategy.

Propagate the Sale – Seed from one crop is used to grow the next, bigger crop.  Likewise, every sale you make should make it easier for you to make another sale to the same customer or to a referral from that customer, starting the harvest cycle once again.

Our President and Senior Strategist described our model this way:

To effectively do that requires four distinct steps.

Disruption

Instruction

Application

Validation

We explain those more in depth here: https://www.linkedin.com/pulse/4-steps-teach-anyone-how-do-something-will-dukes/

Words

The Leading Calibrators in a business.  How well the words used by the people in the business compare to the Core Values, Mission, Vision, and Brand Statements of the company are key indicators of future performance.  We measure and adjust Words used both internally and externally to lead the desired change.

Numbers

The Lagging Calibrators,  numbers tell a story.  The numbers a business reports and compares to performance goals indicate breakdowns in the systems and ultimately the people executing them.  We help establish financial goals and Key Performance Indicators to monitor progress and maintain accountability.

Symbols

Symbols are Multipliers of communication, allowing vast amounts of information to communicated very quickly.  We identify opportunities to use symbols within the business to drive behavior and effect change in less time.

Focus

Where and how intensely you focus the resources in a business directly effects what results are achieved, how fast, and how well.  We support our clients in determining where their attention and resources should be focused, and for how long, to drive the results they seek.

Our ultimate goal is to embed your initiative into the fundamental culture of how your business operates.

Your people just do it.

It’s simply a matter of principle. 

Branding, Marketing, and Sales – Done For You

You’re busy running your business, marketing and sales aren’t what you’re best at, and making decisions about them isn’t the best use of your time or energy.   You need someone who can understand your business and its goals, develop realistic revenue strategies and campaigns, coordinate a variety of marketing channels and vendors, train and coach staff, and report results and progress back to you in a way that makes sense.

You need a Chief Marketing Officer or Chief Sales Officer, but you don’t need someone to do that full time at a 6-figure salary.

You’ll meet with us once a week to review progress and course correct where necessary, but leave the day to day communications with vendors, the review and editing of content, the tracking of metrics, and all those other important sales and marketing tasks you never seem to have time for, to us.

Marketing and Sales – Done With You

You can get it done, you just need some direction.  When handling the day-to-day is not yet overwhelming, but you need a strong advisor in your corner that can help you review and edit materials, evaluate marketing channels and proposals, develop scripts and train staff, and have clarity on the effectiveness and ROI of your marketing efforts, we can help.

These programs are highly customized in terms of frequency and level of engagement to meet each business unique needs, as well as their urgency, budget, and capacity to take on new initiatives.  

We develop and deliver programs that build skills and shift behavior.  Out training programs can be delivered in an hour, or over the course of a year, and can be designed for a single person to 1000+.   We also provide group facilitation services such as Board Retreats and Team Building Activities, and can work with professional association standards to have training accredited for Continuing Education Credits, e.g. CLE with the Florida Bar.

This is the first step for everyone – a single 90-minute consultation to lay out  your starting point, your goals, and the resources you have to achieve them.  We’ll develop a big-picture plan of action for the next 3-6 months that you can start executing on.  We’ll lay out exactly what needs to be done, and show you the resources to do it.

This is not a “free strategy session” that ends up just being a sales pitch.  It’s a paid consultation, and delivers more value that we charge for it.  If you don’t agree, there’s no charge.  And if you’re not sure if it will help, you can set up a free exploratory call to discuss your unique situation.  Schedule one now.