19. Strategy: The First 90 Days
Target Market
● Who are your people?
○ Industry
○ Size
○ Location
○ Need you’re fulfilling
20. Strategy: The First 90 Days
Target Market
● Who are your people?
● Where are they in the process?
○ Startup
○ Growth
○ Established
○ Decline
21. Strategy: The First 90 Days
Target Market
● Who are your people?
● Where are they in the process?
● What do they need from you to build
trust?
22. Case Study: Process Consultant
● Who are your people?
○ Companies with at least in San Diego
● Where are they in the process?
○ Late startup and growth companies in San Diego
who need process.
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment
23. Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
24. Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
ddk _ Webpage _ Email Signature
_ Business Card _ LinkedIn Profile
25. ● One month per tool (for proficiency)
● Four tools = ?
26. ● One month per tool (for proficiency)
● Four tools = Four months
● Don’t let perfection stop you
○ The first to act and follow-up and convince your
client that you’ve thought of everything
● Create cohesion in word and process
28. Refining Dedicated Marketing
__ Promote and fine-tune funnel & follow-up
TIP: Save yourself huge headaches
Marketing’s job is to support sales.
If you’re having trouble closing, get sales coaching
30. Resources
1. LinkedIn review for $5
simple LinkedIn review and clear wording suggestions from http://www.
fiverr.com/writingtips
2. Get your homepage reviewed for $5
simple one-page reviews from http://www.fiverr.com/market8
3. Get a better handle on the consulting process
The Million Dollar Consultant by Alan Weiss
4. Write and publish a book - Authority by Nathan Barry