#3 – How To Implement High Value Follow Up For B2B Consulting

Find, Prioritize and Test Edge Cases

Niche. Industry. Market Place. Really, everything in business—and in life for that matter— is all about "positioning".

Positioning yourself in the marketplace is one of the most powerful ways you can develop your messaging. In order to form any kind of content strategy or marketing plan, you need to be able to answer some key questions like:

  • Who are your people?
  • What do they need?
  • Who are you?
  • What do you deliver?

Every successful outreach or communication game plan has a clear, concrete answer to each one of those questions.

Segment Timestamps / Episode Highlights:

[00:01:40] Learn the hard truth: Some are going to be on edge cases

[00:03:26] Follow-up and follow-through

[00:04:33] Retargeting Pixels

[00:05:49] The "Buying Behavior"

[00:08:19] Put together a follow-up sequence

[00:09:39] The "Monday Morning" problem

Value Bombs:

  1. Learn the hard truth: Some are going to be on edge cases. —Mark Firth
  2. Understand your prospects’ desires, respond to their questions and achieve a true and lasting partnership in the process. —Mark Firth
  3. Retargeting makes prospects recall you and helps them see a new side to your business. —Mark Firth
  4. Provide solutions to a very quick symptom-level problem. —Mark Firth


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