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MAKE

SOMETHING

PEOPLE

 WANT

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“Making a sale is not the objective,it’s a symptom of a successful

communication and indicates youunderstand the customer.”

Lou Ecclestone

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picture courtesy wwwmailchimp.com

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STEP 1: KNOW EVERYTHING ABOUT YOUR CUSTOMER

 Their goals and priorities, both long term

and short term

Customer’s customers and customer’s

competitors

Severe pains they are facing / possible gains The customer’s company culture; and it’s

core values

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MAP THE

CUSTOMER

ORGANIZATION

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INVOLVEMENT

 AUTHORITY/RESPONSIBILITY 

CHAMPION GATEKEEPER  ANALYSTC G A 

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BONUS TACTIC

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ZIPPERING

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STEP 2: MAP THE CUSTOMERS ORGANIZATION

 The key here is to follow the money

Identify all players involved in the

purchasing decision

Develop a champion to push your agendaUse zippering to lock up key relationship that

will be needed in closing the sale

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 ACQUISITION

TACTICS

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It is very likely that one

channel is optimal. Most

businesses actually get

zero distribution

channels to work. Poordistribution—not

product—is the number

one cause of failure.Peter Thiel

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 VIRAL MARKETING VM

PUBLIC RELATIONSPR

UNCONVENTIONAL PRUP

SEARCH ENGINE MSEM

SOCIAL ADSSO

OFFLINE ADSOA 

SEARCH ENGINE OSEO

CONTENT MARKETINGCM

EMAIL MARKETINGEM

ENGINEER MARKETING API

TARGET MARKET BLOGSTB

BUSINESS DEV BD

SALESS

 AFFILIATE PROGRAMS AP

EXISTING PLATFORMSEP

OFFLINE EVENTSOE

SPEAKING EVENTSSE

COMMUNITY BUILDCB

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BONUS TACTIC

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STEP 3: FIND YOUR WINNING ACQUISITION CHANNEL

Go through each channel and evaluate viability

Setup a critical milestone to work towards

Prioritize your channels with the greatest

probability of achieving your goals

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THANK YOU@usmansheikh