Creating a sales and marketing strategy for a business can be daunting. The Lifecycle Marketing model provides a powerful strategic framework yet easy to adapt that you can use to design a marketing plan that will help you attract customers, grow sales and deliver an experience that wows your customers.
Target
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Create an ideal customer profile and develop a positioning statement.
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Use demographic information such as age, annual income and educational attainment. Use psychographic information such as behaviors, hobbies and values.
Attract Interest
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Attract interest through great content, word of mouth and social media.
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Other methods to attract interest: SEO, content, ads, PPC, PR direct mail.
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Utilize lead magnets (coupons, contests, free trials etc.)
Collect Leads
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Encourage leads to sign up to receive your content.
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Lead capture methods webforms, contact forms, demo etc.)
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Organize prospect and customer in- formation (data- base, CRM etc.)
Educate
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Create an experience hat connects to buyers and guides them toward solutions.
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Answer the questions that customers have before purchasing.
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Address their con- cerns where they are. (blog, email, social, etc.)
Offer
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Develop a sales process that aligns with your prospects’ buying process.
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Provide solutions to customer pain points.
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Use lead scoring, offers, deadlines, calls-to-action, etc.)
Close
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Implement tactics that align with your sales cycle to close the sale.
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Make it easy to buy from you (procedures, documents, payments, etc.)
Deliver & Wow
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Develop a great customer service experience and provide added value that delights customers.
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Use customer surveys such as NPS scoring to improve customer experience.
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Wow in the first 30 days (personal thank you notes, emails, etc.)
Offer More
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Develop a strategy to help generate additional sales and recurring revenue over time.
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Cross Sell: Create the perfect product or service pairings.
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Upsell: Special treatment, warranties or monthly programs.
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New products: New items that will enhance their lives.
Get Referrals
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Generate referrals by creating incentives for customers who refer you.
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Ask for referrals (surveys, cards, etc.)
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Reward customers who refer (discounts, gifts, coupons, etc.)
