Was talking to a friend the other day.
“Would you consider your company to be a marketing or sales company?”
It’s a great question.
I replied to him with this.
“I actually sit at the crossroads of both, combining them into my own strategy.
Instead of focusing on just the buyers journey(marketing), or the sales process, we actually align the two and focus on driving results.
Next I showed him our journey mapping tool, where we literally align the sales process and buyers journey.
My M.A.P.S. Framework is broken down into key stages, each designed to seamlessly integrate sales and marketing efforts.
Here are some of those stages with some examples.
CONNECT: The First Encounter
Sales Process: This is about making the initial contact with the prospect.
Marketing Content Example: Share an insightful article or post on LinkedIn that addresses industry trends or pain points, inviting discussion and interaction.
ENGAGE: The Conversation Starter
Sales Process: Here, you’re actively engaging in a dialogue, showing that you’re paying attention.
Marketing Content Example: Create polls or thought-provoking questions related to your industry to stimulate engagement and show genuine interest in your connections’ opinions.
UNCOVER: The Insightful Inquiry
Sales Process: This stage involves digging deeper into the prospects’ needs and challenges.
Marketing Content Example: Post case studies or customer testimonials on LinkedIn that subtly show how your services have solved similar challenges.
DISCOVER: The Value Proposition
Sales Process: You’re identifying and discussing solutions that can help the prospect.
Marketing Content Example: Share short videos or infographics that clearly demonstrate the unique value proposition of your offerings.
CONSIDER: The Reflection Point
Sales Process: Prospects are contemplating your solutions and how they fit into their
requirements.
Marketing Content Example: Write articles or posts that detail success stories, focusing on the benefits and outcomes of your service or product.
ALIGN: The Strategic Partnership
Sales Process: It’s time to align your offerings with the prospect’s goals and demonstrate how you can achieve them together.
Marketing Content Example: Use LinkedIn Live to host a Q&A session, discussing industry challenges and showcasing your expertise in providing solutions.
COMMIT: The Closing Phase
Sales Process: You’re finalizing the deal and establishing the terms of the partnership.
Marketing Content Example: Personalized direct messages that recap the value discussed and the next steps, reinforcing the benefits of the partnership.
Not only did we make things easier for him in his sales and marketing efforts, but he was now confident because we plugged any holes or sticking points in the buyers journey.
This is only a small piece of what we go over inside the “M.A.P.S. Framework” inside the Better Client Blueprint.
Not only do we show how to align your sales journey to their buyer’s journey, but it shows how to find the best clients on LinkedIn, which Kevin used to get a record month.
