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ISBN10: 0071809058 | ISBN13: 9780071809054
ISBN10: 0071809058
ISBN13: 9780071809054
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The proven 7-step marketing system for fast and furious business growth Whether you're wondering how to get your startup off the ground or looking for answers to why your businesshas stalled, Feed the Startup Beast will show you how to feed--and unleash--the beast that is your business. "Williams and Verney have written the operating manual for driving market share and revenue in thetwenty-first century." -- Christine Crandell, chief experience innovator, New Business Strategies; Forbes.com and Huffington Post blogger "Customer enthusiasm doesn't magically happen. In this important book, you'll learn how to create the fuel that flies your business like a rocket ship to success." -- David Meerman Scott, bestselling author of The New Rules of Marketing and PR "There are a lot of great marketing ideas in this book. If you use just a few of them, you'll be way out ahead of your competitors. If you use all of them, your competitors had better dive for cover." -- Lois Geller, author of Customers for Keeps and Response! and contributor to Forbes.com "Beast is indispensable for the ambitious entrepreneur looking to successfully navigate the treacherous waters of growing a business while running it." -- Leslie Bennett, serial entrepreneur and contributor to Forbes.com
A Beastly Foreword vii
Preface ix
Introduction: Out of the Wilderness xi
Part One: Focus Your Beast
Step 1 ASK How a Single Question Can Reveal Your Future
Chapter 1 Understanding Your Beast 5
Chapter 2 How to Discover Your Beast Potential 15
Chapter 3 What Color Is Your Beast? 25
Step 2 LISTEN And Let Your Customers Drive the Bus
Chapter 4 The Laws of Engagement 33
Chapter 5 Target: The First Law of Engagement 43
Chapter 6 Value: The Second Law of Engagement 59
Chapter 7 Offer: The Third Law of Engagement 69
Step 3 FOCUS Organizing Your Resources for the Engagement
Chapter 8 The Paths to Engagement 95
Chapter 9 Your Engagement Engine 111
Chapter 10 Fine-Tuning Your Sales Conversion 129
Part Two: Grow Your Beast
Step 4 ATTRACT The Secret to Being Found by Prospects
Chapter 11 Getting Found by Search 151
Chapter 12 Getting Found by Placement 165
Chapter 13 Getting Found by Contribution 181
Step 5 PURSUE The Secret to Finding Prospects
Chapter 14 The Beast Prospect List 197
Chapter 15 Pursuit and Breakthrough 211
Chapter 16 Sophie Launches Her Pursuit Campaign 235
Step 6 NURTURE Nurture, Convert, and Grow Big
Chapter 17 Paul Launches His Nurture Campaign 255
Chapter 18 Turning Customers into Fans 281
Step 7 GROW! Measure Your Growth and Track Your Success
Chapter 19 Unleashing Your Beast 293
Chapter 20 Maintaining Outrageous Growth 311
Notes 313
Index 319
Preface ix
Introduction: Out of the Wilderness xi
Part One: Focus Your Beast
Step 1 ASK How a Single Question Can Reveal Your Future
Chapter 1 Understanding Your Beast 5
Chapter 2 How to Discover Your Beast Potential 15
Chapter 3 What Color Is Your Beast? 25
Step 2 LISTEN And Let Your Customers Drive the Bus
Chapter 4 The Laws of Engagement 33
Chapter 5 Target: The First Law of Engagement 43
Chapter 6 Value: The Second Law of Engagement 59
Chapter 7 Offer: The Third Law of Engagement 69
Step 3 FOCUS Organizing Your Resources for the Engagement
Chapter 8 The Paths to Engagement 95
Chapter 9 Your Engagement Engine 111
Chapter 10 Fine-Tuning Your Sales Conversion 129
Part Two: Grow Your Beast
Step 4 ATTRACT The Secret to Being Found by Prospects
Chapter 11 Getting Found by Search 151
Chapter 12 Getting Found by Placement 165
Chapter 13 Getting Found by Contribution 181
Step 5 PURSUE The Secret to Finding Prospects
Chapter 14 The Beast Prospect List 197
Chapter 15 Pursuit and Breakthrough 211
Chapter 16 Sophie Launches Her Pursuit Campaign 235
Step 6 NURTURE Nurture, Convert, and Grow Big
Chapter 17 Paul Launches His Nurture Campaign 255
Chapter 18 Turning Customers into Fans 281
Step 7 GROW! Measure Your Growth and Track Your Success
Chapter 19 Unleashing Your Beast 293
Chapter 20 Maintaining Outrageous Growth 311
Notes 313
Index 319
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