A posit on how valuing a prospects time will become as important as delivering quality Content. Another way to increase leads in a crowded field of lead generation.

1. WHAT
COMES
AFTER
CONTENT
MARKETING
Prospec(ng
With
$
SLIDESHARE
(JANUARY
2015)
buii(me.com

2. Cold
calling…
…blast
emailing

3. And
even
old
fashioned
entertaining!...
Cartoon,
or
image
of
someone
at
dinner.
Yes,
people
s(ll
do
this.

4. …has
given
way
to
a
more
complex
(and
jumbled)
web
of
Marke(ng
Technology...
Email
Marke(ng
Aggrega(on
CRM
Ads
ChaVng
SEO
ChaVng
Data
Lists
Collabora(ng
Landing
Pages
Customer
Surveys
Loyalty
Cloud
Referrals
Blogging
Loyalty
Social
Media
Analy(cs
ETC...
Adding
in
the
provider
names
would
make
for
a
seemingly
endless
number
of
Marke(ngTech
configura(ons.
PR
Mobile
Games
Webinars
Content
Development
Automa(on

5. …where
RELEVANT
Content
delivery
is
front
and
center.
Reserved
For
Content

6. The
CMO…
…or
CMT
That’s
Chief
Marke(ng
Technologist,
if
you
have
one.

7. …or
if
you’re
a
small
business
owner…
YOU

8. …is
faced
with
the
daun(ng
task
of
1.
researching
(sor(ng
through
many
providers)
2.
acquiring
(nego(a(ng
with
many
providers)
3.
staffing
for
(avoiding
the
weak
link)
4.
deploying
(geVng
everything
to
work
together)
5.
and
op(mizing
this
…
into
some
semblance
of
this…
Marke(ngTech
Tool
1
Marke(ngTech
Tool
2
Marke(ngTech
Tool
3
Marke(ngTech
Tool
4
Marke(ngTech
Tool
…
Content
Circles
are
great
for
showing
how
harmonious
things
can
be,
if
only
they
were!
Email&
Marke+ng&
Aggrega+on&
CRM&
Ads&
Cha5ng&
SEO&Cha5ng&
Data&Lists&
Collabora+ng&
Landing&
Pages&
Customer&
Surveys&
Loyalty&
Cloud&
Referrals&
Blogging&
Loyalty&
Social&
Media&
Analy+cs&
ETC...&
PR&
Mobile& Games&
Webinars&
Content&
Development&
Automa+on&

9.
…to
Deliver
this…
PROSPECT
…to
him.
CONTENT

10. Overwhelming,
isn’t
it?

11. OK,
Let’s
Start
From
The
Beginning!

12. The
Main
Goal
of
Crea(ng
and
Delivering
Content,
by
whatever
means,
…
Old
School
New
School
Content
Marke(ngTech
Tool
1
Marke(ngTech
Tool
2
Marke(ngTech
Tool
3
Marke(ngTech
Tool
4
Marke(ngTech
Tool
…

13. …
is
to
engage
a
prospect
in
a
MEANINGFUL
DISCUSSION
about
your
product/service
offering,
whether
it’s…
There
are
other
reasons
to
deliver
content;
building
brand
awareness,
SEO,
engagement,
reduce
acquisi(on
cost,
…
On-­‐line
In-­‐Person
On
the
phone…
At
an
event

14. …which
hopefully
leads
to
a
SALE!
…but
none
of
that
maiers
unless
you
sell
something!
That’s
why
“driving
sales”
is
the
top
reason
for
developing
content!

15. But
it
seems
these
days
with
the
abundance
of
Marke(ngTech
to
choose
from,
there
is
a
lot
of
jumping
through
…

16. Or
burning
through….

17.
…to
see
what
works!

18.
SO
WHAT’S
NEXT?

19.
TRY
Dollars!

20.
This
is
where
it
gets
a
liHle
wordy.
What?

21. Every
(me
a
prospect
meets
with
a
salesperson,
the
prospect
could
have
done
something
else
with
their
(me.
In
Econ
101,
that’s
referred
to
as
an
OPPORTUNITY
COST.

22. What’s
the
poten(al
opportunity
cost
for
a
prospect?
Find
out,
ask
them,
research
it.
Foregone
mee(ng
with
a
client.
Lost
sale.
Personal
(me
lost.
Less
billable
hours.

23. THEN
OFFSET
IT,
and
BUY
THEIR
TIME!
What
beier
way
to
meet
with
a
prospect
than
to
Value
Their
Time!

24. Don’t
take
it
the
wrong
way!
Content
has
it’s
place.
But
the
simple
fact
is
in
a
compe((ve
market,
where
everyone
is
inves(ng
in,
crea(ng
and
delivering
quality
Content,
Content
is
not
hard
to
find.

25. So
how
do
$
make
their
way
into
today’s
Marke(ngTech
web?
$
$
$
$
$

26. For
a
business
with
an
established
Marke(ngTech
program,
$
can
be
part
of
it.
Marke(ngTech
Tool
1
$
Paid
To
A
Prospect
Marke(ngTech
Tool
3
Marke(ngTech
Tool
4
Marke(ngTech
Tool
…
Content
Prospect
Engagement
-­‐ Mee(ng
-­‐ Call
-­‐ Webinar
-­‐ Conference
aiendance
-­‐ Etc

27. Prospect
Engagement
Or
$
can
start
it.
A
streamlined
way
to
prospect,
where
you
know
your
marke(ng
spend.
Simple,
and
effec(ve
for
a
small
business!
The
content
delivered
is
your
solu(on.
Think
about
it!
CRM
$
Paid
To
A
Prospect

28. Or
$
can
redefine
it!
Content
Prospect
Engagement
Marke(ngTech
Tool
1
Marke(ngTech
Tool
2
Marke(ngTech
Tool
3
Marke(ngTech
Tool
4
Marke(ngTech
Tool
…
Hey!
It’s
no
longer
about
prospec(ng
for
mee(ngs
via
Content.
It’s
about
Branding,
Adver(sing,
Promo(ng…
Go
Direct.
$
Paid
To
A
Prospect

29. So
it’s
not
a
match,
but
a
“What
comes
next
one?”
$
Content
vs.

30.
And
given
that
$
-­‐
can
be
directly
valued
(unlike
Content)
-­‐
can
dis(ntermediate
the
main
purpose
of
Content
-­‐
and
is
a
lot
easier
to
figure
out…
What’s
the
“true
cost
of
content”,
and
how
does
that
translate
into
a
Meaningful
discussion
with
a
prospect,
and
then
into
a
sale?
I
bet
you
have
to
es(mate,
or
give
a
range
for
this
value.
If
they
had
to
choose,
would
a
client
take
your
content,
or
the
$
you
paid
to
develop
and
distribute
the
content?
When
it’s
mee(ng
(me,
the
truth
is,
they
want
to
know
about
your
solu(on,
not
a
value
add
piece!
Skip
the
content,
and
pay
the
prospect.
WIN
–
WIN!
No
expensive
web
of
Marke(ngTech
to
figure
out,
in
hopes
to
making
it
work.
$
Work!!!!

31. …we
believe
$
will
find
a
seat
close
to
Content,
near
the
front
row.
Reserved
For
Content
$

32. *
BuiiTime
is
a
registered
trademark
of
BuiiTime
LLC
“The
key
is
in
not
spending
(me,
but
in
inves(ng
it."
-­‐
Stephen
R.
Covey
“Time
is
the
coin
of
your
life...
Be
careful
lest
you
let
other
people
spend
it
for
you.”
-­‐
Carl
Sandburg
"Time
is
really
the
only
capital
that
any
human
being
has,
and
the
only
thing
he
can’t
afford
to
lose.”
-­‐
Thomas
Edison
BuiiTime
(Buy
+
Time)
–
Where
(me
really
is
$
A
few
of
our
favorite
quotes
“Remember,
(me
is
money.”
-­‐
Benjamin
Franklin