Define your marketing strategy

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For your marketing to be successful, you must be reaching prospects in each stage of the selling process with marketing materials that address your prospects' top concerns. Download this worksheet and fill it in to narrow down your campaign:

1. What are your target audience's three top concerns?
a. _________________________________________________
b. _________________________________________________
c. _________________________________________________

2. What types of educational information will you offer that address those concerns? (For instance, if their biggest concern is selling their home for top value in a recession, offer them a report on the "Top 21 Low-Cost Ways to Get the Most Money for Your Home, Even in a Recession." Consider books, e-books, audio CDs, DVDs, workbooks, public seminars, teleseminars, newsletters, etc.)
____________________________________________________
____________________________________________________
____________________________________________________

3. How will you market your educational materials?
Which publications will you advertise in? ___________________
What mail will you send? To what list? How often? ____________
What information will you include on your Web site? __________

4. How will you market online? (Which newsletters and Web sites will you advertise in? Will you run your own e-newsletter? Pay-per-click advertising? Blog?)
____________________________________________________
____________________________________________________

5. What's the next step in the marketing process you'd like them to take?
(The purpose of offering educational materials is to show you’re an expert while getting permission to follow up. How will you follow up? Via a newsletter? Invite them to a seminar or Webinar? Provide another report that offers additional information?)
____________________________________________________
____________________________________________________

6. How will you keep track of prospects when they give you permission to contact them?
(For example, contact management software, e-mail service provider and Microsoft Outlook contacts)
____________________________________________________
____________________________________________________

7. What topics can you write articles/newsletters about over the next 12 months to keep in touch with those who give you permission?
Jan. _______________ July ________
Feb. ______________ Aug. ________
March ____________ Sept. ________
April _____________ Oct. _________
May _____________  Nov. _________
June _____________ Dec.  _________

8. How will you define a qualified lead?
___________________________________________________
___________________________________________________
___________________________________________________
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Now, set a deadline and get to work!