Fishing for the Right Prospects - Bill Kenney - Hard Corps Marketing Show #222
When looking for prospect buyers it is important to really know your buyer persona, as well as, each prospect’s pain points. Is there more we could be doing now to help weed out the best candidates sooner?
A Marketing Leader, Mentor, Speaker, Founder and Chief Pot Stirrer at Soft Land Partners, Founder and Client Advocate at MEET, Bill Kenney, shares how to seek out true prospect buyers and build valuable relationships with them.
Takeaways:
What keeps your buyer persona up at night? Create offers that illuminate that pain and show how you can ease it. Be empathic towards your target customer and communicate to them in a way that is attractive to them.
A prospect customer needs to have three requirements: a need, money and urgency. If they do not have these requirements then they are not a prospect customer.
Strive to have the wisdom to not be sure and be okay with testing. Set up your marketing so that it is flexible in a way that you can test and validate ideas.
“The more non-prospects you have, the more diluted your time becomes rather than dealing with the people who are convertible.” ~Bill Kenney
After you covered the agenda of the meeting with a customer, ask them what else they are trying to solve whether it be directly related to you or not. This builds a relationship of value over price.
Career advice: Start entrepreneurship early and get as much experience with internships as you can.
Links:
LinkedIn: https://www.linkedin.com/in/bkenney/
Twitter: https://twitter.com/billkenney
Email: bill@meetroi.com
Belly 2 Belly Podcast: http://meetroi.com/podcast/
Soft Land Central Podcast: http://softlandpartners.com/podcast/
MEET: http://meetroi.com
Soft Land Partners: http://softlandpartners.com
Busted Myths:
Don’t give away products that your company does not sell. Think about who you are attracting. You want to make offers that align with what you are trying to catch.
Ways to Tune In:
iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763
Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn
Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show
Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show
YouTube - Full video - https://youtu.be/DazbyluE83U
When looking for prospect buyers it is important to really know your buyer persona, as well as, each prospect’s pain points. Is there more we could be doing now to help weed out the best candidates sooner?
A Marketing Leader, Mentor, Speaker, Founder and Chief Pot Stirrer at Soft Land Partners, Founder and Client Advocate at MEET, Bill Kenney, shares how to seek out true prospect buyers and build valuable relationships with them.
Takeaways:
- What keeps your buyer persona up at night? Create offers that illuminate that pain and show how you can ease it. Be empathic towards your target customer and communicate to them in a way that is attractive to them.
- A prospect customer needs to have three requirements: a need, money and urgency. If they do not have these requirements then they are not a prospect customer.
- Strive to have the wisdom to not be sure and be okay with testing. Set up your marketing so that it is flexible in a way that you can test and validate ideas.
- “The more non-prospects you have, the more diluted your time becomes rather than dealing with the people who are convertible.” ~Bill Kenney
- After you covered the agenda of the meeting with a customer, ask them what else they are trying to solve whether it be directly related to you or not. This builds a relationship of value over price.
- Career advice: Start entrepreneurship early and get as much experience with internships as you can.
Links:
- LinkedIn: https://www.linkedin.com/in/bkenney/
- Twitter: https://twitter.com/billkenney
- Email: bill@meetroi.com
- Belly 2 Belly Podcast: http://meetroi.com/podcast/
- Soft Land Central Podcast: http://softlandpartners.com/podcast/
- MEET: http://meetroi.com
- Soft Land Partners: http://softlandpartners.com
Busted Myths:
- Don’t give away products that your company does not sell. Think about who you are attracting. You want to make offers that align with what you are trying to catch.
Ways to Tune In:
- iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763
- Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn
- Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show
- Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show
- YouTube - Full video - https://youtu.be/DazbyluE83U
Creators and Guests
Host
Casey Cheshire
CEO & Founder of Ringmaster Conversational Marketing. Casey Cheshire is a marketer, serial entrepreneur, and adventurer. He has been in EO for close to 10 years and counts his relationships as a key reason for his continued success. Casey’s passion for podcasting led to him founding Ringmaster Conversational Marketing. Ringmaster helps B2B businesses launch podcasts that drive growth and revenue. Previously, Casey founded and ran Cheshire Impact for 10 years. It became the top Salesforce Pardot marketing automation solutions partner in the world before a successful exit in 2021. He is also a US Marine Corps Veteran where he served in the Infantry and deployed to some very hot climates. In his free time, Casey likes to skydive, climb mountains, and pretend to be a hungry bear for his two kids.