For B2B Experts Not Getting Traction 

B2B experts may want to read this...

I run into B2B expert service providers who are having a hard time getting traction, all the time. They are developing their online presence. The trouble is that they do not have an effective process for attracting new clients... Yet. 

That last 3 letter word is very important.
One day they might, if they stick with it.

They just have to find the key that opens the door to a flood of new clients.

In this case, the door has 'POSITIONING' written on it in large letters.

Let me give you an example...

I have been working with a client called Tim ( I have changed his name to protect his privacy ). From what follows, he will recognize  his journey 🙂

Tim is an expert service provider.

He is a master in his field of operation and then some.
And he has narrowed his focus to solving a very particular type of problem.

Most small businesses have this problem ( in one form or another ) which they solve using a variety of off-the-shelf products. These were never really meant to work together. Integrating them takes time and effort before the desired result is achieved.

Time unrelated to their core business.

Time which is very much in short supply.

Nevertheless, it is mandatory to keep the wheels of commerce turning... So a burning problem that they will pay real money to solve.

Tim's goal is to remove that grind for small businesses and reduce their costs at the same time. And incidentally, start to sell using the value-pricing business model.

When we first met, he was doing what all newly minted business owners do.

  • He had picked a random market.
  • Built out a complete product.
  • Created a sales funnel of sorts.
  • Done his best to drive traffic.
  • But failed to sign up many clients...

This is the classic HOPE-based approach.

When really, an evidence-based one would be more effective.

All the decisions Tim made were seemingly at random. They were not based on a strategic analysis focused on leveraging effort to get the best ROI.

No clear understanding of business development.
There were no FIRST PRINCIPLES involved.
No evaluation of fact-based data.

To be fair, Tim has never marketed his services before so he had no clue how to THINK about this challenge. That's why we went back to square one and started THINKING about how best to position his business...

Which is the best market vertical to pick?

The one which has this problem in spades and is under-served while also having money to pay for the solution. The one that is desperate for a solution.

NOT the one which has not fully realized they have a problem in the first place.

( so positioning him effectively at the right place in his potential customers' journey to finding his solution )

With my help, Tim evaluated 4 possible verticals by analyzing each one in-depth.

This took time.

Tim is nothing if not thorough.
6 weeks later, we made a decision.

Now we asked...

Which segment of this vertical will be the easiest to serve for a small early-stage business?

Tim listed their attributes in minute detail.
The ones they have AND the ones they don't have.

Now he had a clear picture of who qualifies as his target high-level clients and he has the context required to create a Minimum Viable Product tailored.

If we had chosen another vertical and/or another segment that MVP would have looked and acted differently.

Next, we needed input from the market...

To ensure, the solution Tim created would be built WITH them and not just FOR them. 

The conversation that ensued threw up things that Tim had not thought of before and allowed him to adjust his existing ideas too.

Right now, Tim is taking on his first beta clients so he can get further feedback on his product and knock off the rough edges before he starts marketing in earnest.

He knows that...

  •  His solution will remove the existing friction in the market.
  • What he is creating is 100% aligned with that market.
  • His MVP is getting traction before he spends a ton of time building it.

And he has a very good idea of how he is going to approach his marketing when he gets to that.

This whole approach has given Tim the confidence to invest more of his time, effort, and hard-earned savings in his future.

It is, in fact, the process that my early stage ( 0 > 3 years ) high-level clients are put through in my awesome 60-day Digital Business Strategy Workshop BEFORE they are allowed to start marketing in any shape or form.

NOTE: Buy my book on Amazon

It is the process I used to gain traction for my own business and take it to consistent 5-figure months.

It is equally applicable to later-stage B2B experts who are struggling to grow from 20k months to 50, 60 or even 100k months because it is focused on removing the unrealized friction from their client attraction efforts.

In any case, Tim has positioned himself to gain even more traction and achieve his first 20k month in the next 6 months.

For Your Information

The Digital Business Strategy Workshop is only for B2B experts ( including coaches and consultants ), with an early-stage online business... Who have a high-value offer ( 3k++ for 60/90 days of 1-2-1 support ) which converts - That is, at least 5  prospects have become clients - and want to use social media to attract high-level leads without spending a dime on Ads.

To be accepted into this workshop, you have to invest €7K either in cash or over the period we work together ( the payment option costs a little bit more )

If this sounds right for you, the first step is to DM me and we'll have a chat to confirm you are a good fit.  

You can get started right away, if you are,  ( I won't make you do an enrolment call or anything else to take up your precious time ).

If you want more information about...

  •  Positioning yourself, your business, the solution and your audience. 
  • Dialing in your understanding of your ideal client.
  • Refining their offer.
  • Writing belief-shifting story posts that both get great engagement as well as convert.
  •  And creating an organic outreach strategy that is really simple.

The first thing to do is check out more posts here on my blog or check out the videos in the Story Marketing Tribe.

To find them click on 'Events' in the left-hand column and then"Fundamental Marketing" where you'll find an ever-increasing number of videos.

Feel free to DM me - or comment on this post - with any questions or comments if you have a specific question about gaining traction or related to the Digital Business Strategy Workshop and I'll point you to the best post or video to answer your question.

WORK TOGETHER

You don't need another secret tactic or hack that promises much but delivers little -- You need a clear people-focused digital marketing strategy which gives you the mindset and vision you need to succeed. Let's get started.

PICK YOUR PATH
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