Phil 2104 Flashcards
Habit: Instead of Making Statements:
Habit: Ask Questions
10 Golden Words
Im sorry
thank you
most people
before you change your mind
just out of curiosity
what makes you say that
because / since
not sure if this is for you
enough
“did that answer your question?”
Habit: Writing
Assumptive Closes, No Negative, Present Tense
Habit: Objections
Ask what else? Get the total list and resolve biggest concern
Habit: Notes
Send detailed meeting notes after meeting, add agenda to calendar, send follow up notes on same thread
10 Situation Questions
Have you previously done digital marketing?
What has worked / not worked?
Whos in charge of marketing / site?
what are your marketing goals next year?
what campaigns are you running??
do you have a content strategy?
what made you hop on the call today?
what are your organizations goals?
what kpis are being tracked on the site?
what kpis are most important to track?
10 Problem Questions
do your product pages have clear call to actions?/do they convert?
is digital marketing contributing to your business?
are kpis being tracked/ is GA on site?
how is your site performing?
what are your kpis for digital & your site? /are they being tracked?
too little or too much data?
is your market reach growing?
do you know what keywords customers use to find you?
what kpis do you want tracked/how much is each worth?
10 Risk of Doing Nothing Questions
What happens when your org stops growing?
what would it mean if campaign X missed it’s mark?
what would it mean if your site didn’t help you business at all?
what would happen if marketing failed to meet it’s goals?
what would happen if a competitor took keywords you were better suited for?
what would it mean to have an annual budget spent and not know what happened?(black box)
what would it mean if traffic maintained but you don’t know how to use it?
what would happen if you continue to ignore digital?
what would it mean if customers can’t find you?
what would it mean if customer don’t mentally associate your brand with the service you offer?
10 Brand New World Questions
what would it mean to gain new customer by writing?
you mentioned goal x, what would it mean to exceed x?
how would it feel to know what your marketing dollars bought in 2021?
what would it mean if your brand was synonymous with {x}?
how would it help to know what campaigns types and kpis performed in 2021?
what would it mean to have new inbound leads each month?
what would it mean to have a roadmap for success in 2021?
you mentioned kip x, what if we were to exceed x?
what would it mean if we hit business goal x?
how much easier would marketing decisions be if you had performance metrics?
Short Term Goals - 10/31/21
Travel 4 x year, 14K billable, 401k paid
Short Term Goals - 10/31/22
One House
Short Term Goal - 10 / 31/24
Travel 4 x year, 3 houses,
Short Term Goal - 10/31/26
Saas company, 4x travel
Big Goals
enable education accessibility for 30,000 young
people
own a scalable saas company that pays for family’s, homes, retirement
Habit - Sales Journal - After a Sales Call
what went right?
what went wrong?
what would I do different?
what have i learned about this account for next call?
what have i learned overall?
