Previous Lesson
Previous
Next
Next Lesson
How to get customers
1. Introduction
1.1 Introduction from David Pannell [7.56]
2. How customers buy
2.1 You don't buy like this, so what makes you think your customers are going to either? [6.53]
2.2 Introducing buying timelines [7.32]
2.3 Becoming aware of a need and 'passive' research [5.02]
2.4 The customer’s trigger point [5.27]
2.5 The five different types of trigger points [10.24]
2.6 The 'active' research phase [8.06]
2.7 Making a purchase [3.31]
2.8 Chapter recap [3.46]
3. The sales & marketing funnel
3.1 Introducing the sales and marketing funnel [3.14]
3.2 Diagnosing where your customers are getting stuck [5.30]
3.3 Introduction to the funnel: ‘Awareness’ [3.38]
3.4 Introduction to the funnel: ‘Evaluation' [2.42]
3.5 Introduction to the funnel: ‘Purchase' [1.43]
3.6 Introduction to the funnel: ‘Retention and creating champions' [2.05]
3.7 Strategy versus tactics [3.26]
3.8 Automation [4.29]
3.9 Chapter recap [3.57]
4. Awareness
4.1 You need to times your visibility goals by ten [7.45]
4.2 Getting known by the influencers in your industry [2.46]
4.3 Finding the gatekeepers to your audience [6.05]
4.4 How much marketing are you really doing? [4.44]
4.5 Finding out which marketing activities work [7.17]
4.6 Knowing which marketing activities to do first [8.33]
4.7 Creating an exchange [3.30]
4.8 Chapter recap [4.15]
5. Evaluation
5.1 Getting a customer to start evaluating what you sell [8.15]
5.2 Leading your customer through an evaluation ‘gateway’ [4.44]
5.3 Nurturing [3.58]
5.4 The 5 objections your marketing needs to overcome [1.52]
5.5 Overcoming objections: your customers have no need for your product [4.31]
5.6 Overcoming objections: your customers can't afford your product [5.06]
5.7 Overcoming objections: your customers are in no hurry to buy [2.45]
5.8 Overcoming objections: your customers don't have any desire for your product [4.24]
5.9 Overcoming objections: your customers don't trust you yet [4.22]
5.10 Is your limited reach stopping you from getting your message across? [7.36]
5.11 Why email marketing is still important [6.39]
5.12 Chapter recap [4.17]
6. Purchase
6.1 People don’t buy on their own [4.09]
6.2 Using a conversion ‘tool’ [4.12]
6.3 Remarketing [2.32]
6.4 Creating a buying environment [3.05]
6.5 Take responsibility for the sale [6.38]
6.6 Testing what's going to work for your company and customers [4.51]
6.7 Chapter recap [3.32]
7. Retaining customers & creating champions
7.1 Selling to people who’ve already bought from you is easier than selling to someone new [4.30]
7.2 What else can you sell to your current customers? [3.10]
7.3 Your customers will stay with you if they believe in your mission [3.40]
7.4 Brand loyalty and creating champions [5.13]
7.5 Chapter recap [2.56]
8. Conclusion
8.1 You've done it. Now you just need to do it! [5.41]
8.2 Course recap [3.54]
Previous Lesson
Next Lesson
