About two years ago a salesperson came into our office and left an analysis document for a local company, which was the first time we had seen a digital marketing review. In episode 260 of Journey to $100 Million, Erik talks about the continual development of our digital marketing reviews along with a 17-point checklist.
Within this digital marketing review, we systematically go through a prospect’s digital marketing footprint (the good, the bad, and the ugly) and document it. We have experimented with different versions and are constantly editing our template. We now have a digital marketing review that has a 17-point checklist with everything we check for a prospect. This checklist covers all of our services we define as digital marketing: online advertising, social media, SEO, and website design. We look at how prospects are doing in all of these areas, from the outside in.
When selling to prospects, Erik greatly recommends you have a process to look into how things are going for that prospect. Sometimes a customer will tell you what they need, and sometimes we must figure it out ourselves. The key is to create a review process with a checklist, be methodical, and go through with every single prospect to make sure you are covering all your bases.