Understanding the marketing and sales sequence will get you more clients

Posted by: Rod Kurtz on December 16, 2005

Think of your marketing as a short flight of stairs into your business. First you help prospects understand the problem you solve, then you explain the solution you provide, next you establish your credibility, and later you motivate them to contact you, etc. Step by step, you move them closer to a sale.

If you miss a step or two in the marketing and sales sequence, your prospects will stumble and won’t make it in the door to your business and they probably won’t visit again. If you mix up the sequence, prospects won’t take the steps you want them to take to become clients and customers.

Charlie Cook
President and Idea Guru
Marketing for Success
Old Greenwich, Conn.

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