The Marketing Hourglass – (click to enlarge)
- Know – Your ads, article, and referred leads
- Like – Your web site, reception, and email newsletter
- Trust – Your marketing kit, white papers, and sales presentations
- Try – Webinars, evaluations, and nurturing activities
- Buy – Fulfillment, new customer kit, delivery, and financial arrangements
- Repeat – Post customer survey, cross sell presentations, and quarterly events
- Refer – Results reviews, partner introductions, peer 2 peer webinars, and community building
