Resources
At Xsellerate, we provide more than business services. We're about teaching you the right way for your business. That's why we are pleased to provide this resource page for both present and prospective clients. The articles, tools, and tips in this section will be centered on the idea of meeting and sustaining your growth goals by building a community around your business.
As we shared in a recent blog post, we're declaring war on the sales funnel. The Xsellerate model of community marketing helps you focus on the goal of achieving new clients and projects: the sweet spot at the center of your target.
The following terms will help you begin to think about building a community of interested and involved people willing to listen to your message and where those individuals and activities fall on your company's target.
Suspect |
Someone who doesn't know you and may not even know you exist. A suspect fits your profile of a potential customer. Suspects have no idea or expectation of being contacted by you. If you purchase a mailing list, you receive a list of suspects. |
Relationship |
A commercial relationship begins with the exchange of contact information. When a suspect gives you information about him or herself, they grant either express or implied permission for you to communicate with them and remain willing to listen to your message. Your house list should contain the total number of commercial relationships around your business. |
Prospect |
A prospect has a specific business challenge, and they are willing to listen to specific solutions to overcome that challenge. A prospect also allows you to engage them to discover requirements which help you define that solution. You are engaging a prospect when you meet to discuss requirements and define your solution to their challenge. |
Opportunity |
An opportunity results when a prospect becomes willing to discuss the exchange of value to implement your solution and realize the benefits of your offer. Prospects with an opportunity are willing to listen to benefits and consider the value they receive by working with you. They also discuss the investment they are willing to make, the value you receive. The most obvious event defining an opportunity is the presentation of a proposal. |
Client/Project |
Clients exchange value to implement your solution. Existing clients take on new projects through a similar exchange of value. This occurs with the signing of contracts, proposals, and the transfer of any applicable deposit money. |
The Xsellerate approach focuses on lead generation and prospect development. We'll support your growth goals by simplifying business planning, sales, and marketing and implementing campaigns that help you grow deliberately.
