One of the marketing strategies that saves you time and money is to build your team of marketing champions to do the selling for you. Champions are an educated, unpaid marketing force that screen potential prospects and introduce them to you. They will qualify the right prospects, and screen out those that won’t fit your business model.
Translating your marketing activities into revenue is a challenge for many business owners. Frustration can build, when we spend a considerable amount of time, money and effort on marketing our business and we don’t see the results that we expect.
There are three essential steps you must take if you want to build your team of champions to send you qualified, consistent and purchase-ready leads.
1. Assemble your Team
Identify the right people. Be strategic and selective. Your champions can be current clients and past clients, strategic alliances and joint venture partners, or other professionals and colleagues in your sphere of influence. For alliances, you’ll want to select people who service the same market as you do, but in a different capacity. The intention is that you offer a value add to their client, and vice versa.
2. Activate your Team
Have a conversation with them. This is a strategic and purposeful arrangement, not a haphazard one. Explain the role you see them playing, and ask them what you can do for them, before they start championing for you. Remember this is a relationship, which means it’s reciprocal. You must be a good champion to engage good champions.
3. Educate your Team
Before you start building relationships with champions you have to be clear about who you serve, what you offer, how you charge, and your unique value proposition. Be specific. If you can’t clearly state what you’re looking for, your champions can’t bring them to you. Keep them in your circle and on a scheduled communication cycle. Success is derived from investing the time in building and rewarding such relationships and following up regularly.