Worksheet for this event-

1. Introduction
Here's how today will work.
You'll participate in three mini-workshops which will take place over a 90 minute period,
with 30 minutes allotted for each. You'll then take the results from the workshop you
were in and proceed to the next workshop in the same room.
If time allows, we'll have a group Q and A session at the end.
The workshop is structured such that you will not need to go in a particular order -
keep in mind that the order you take the rotating workshops may not be the same
order as they are presented on the form.
Most of the period you'll be working in teams or in pairs, with a group leader present
for help, or available to pair up with the odd person out.
After the introduction period, you'll be told what workshop you'll be in first, which will
likely take place according to where you're seated in the room. Again, be sure that
you're looking at the portion of the worksheets that bear the same title as the session
you're in.
The objective of the workshop is to allow you to efficiently bring together these basic
items in your digital business strategy:
● Who to talk to
● What to talk about
● When the best timing is for your customers and your business
● Where to have the conversation
● Why to chose a specific type of online interaction with your customers
● How to have this translate into more business & customers
Mastering these three chief elements will help you get the maximum amount of online
visibility in the least amount of time.

2. Content - The Who and the What
Targeting makes your marketing more efficient; once you know who you're talking to,
you can also discover the best way to reach them - by putting yourself in their shoes.
Audience Visualization - Partner - 2 minutes
The purpose of this exercise is to get a general idea of who the target
customer/client is.
Your audience, general:
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In the second part, you and your partner will take turns visualizing a specific picture of
this perfect customer.
Your perfect customer's attributes:
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Exercise 3: According to the questions the group leader asked, My Customer Persona's
name is ________________________________________ .
Content Generation - Groups of Four or Five - 20 minutes
Topic Brain storming for My Topics:
If they knew an expert ____________________________________, they would want
to ask her:

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Did we cheat? ___ YES ___NO
If Yes, we used:
Google
https://www.google.com
Google Suggest
http://www.google.com/support/websearch/bin/answer.py?answer=106230
Twitter Search
http://twitter.com/#!/search-home
Wordtracker Keyword Questions
https://freekeywords.wordtracker.com/keyword-questions
Converse - The When and the Where
Two things that will often define the discussion you're having is when and where it
takes place. Tactically this may mean, whether you use Twitter, LinkedIn, or Facebook
to publish updates and arguably, at what time of day.
Strategically this means, what time of day you will do your marketing, and what parts
of the discussion will take place in public or private, online or offline.
When is the Party? Partners- 8 minutes
The Objective of this exercise is to determine when is the best time for you to fit

4. marketing into your schedule.
My Work Schedule
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This is the time of day my partner helped me choose:
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I Call Bull - 15 Minutes
The purpose of this exercise is to learn more appropriate ways to bring our
business objectives into online conversations
Each person gets a turn to be the ideal client, the BS meter, or part of the
brainstorming group, while the other two take turns being the business owner could
talk about at an in-person casual meeting for drinks in two exchanges. If they've
participated in the content workshop, they can use their customer persona names.
The presenter plays the role of the customer, and each member of the brainstorming
group takes turns playing the business owner. The BS meter yells out BULL! every time
the interaction is not authentic, and BREAK! if they get to two exchanges without bull.
At break/bull the teams rotate roles.
The BS Meter is responsible for choosing the situation of the conversation and who gets
to go next as the BS meter. Each person must get a turn.
Example: Strawberry "Shake" Rooster is a 32 year old single lawyer. Sarah's business
sells cupcakes. The question is then what do Strawberry and Sarah talk about that can
smoothly segue into cupcakes?

5. The BS Meter chooses a lunch meeting.
Strawberry: So what did you get into today?
Brainstormer 1: Not much. Tried this new place at lunch today.
Strawberry: That sounds good. What did you have?
Brainstormer 2: Cupcakes
BS Meter: BULL!
Where to Talk - Partners - 6 minutes
Split back into your original pairings. Now that you have the input of when you'll fit in
marketing, and what is/is not BS for an in-person meeting, it's time to distill that data
into useful information for your online marketing.
From your scheduling brainstorming, you'll know about how long you'll be online, so
you know how long you'll have to make a connection or several connections to other
people. With the "I call BULL" session, you have some idea of how difficult it is to
naturally do an elevator pitch conversationally.
The point being- quick connections are rare. Discuss with your partner what you
learned about how to talk to people online to prep them ( in public online) for an
introduction to your business (one on one or offline). Talk about where you can have
each type of conversation.
Jot down any ideas about how to warm up to the business conversation naturally.
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6. Connect- The How and The Why
Regardless of your goal in reaching customers online, if you aren't working towards
it, your efforts may feel futile. You need to keep in mind, on a daily basis, why you're
connecting online (your ultimate and short term goals) and how to make your efforts
turn into profits.
The Because Exercise and Our Reasons Why - Being More Specific About Your
Long Term and Short Term Goals
Because Exercise - Round One - 6 minutes each partner
The Starter Question: What is Your Ultimate Marketing Goal?
At the end of your session, rewrite your goal with any insights you get from the
exercise.
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Because Exercise - Round Two 4 minutes each partner
Starter Question is: What is Your Top online Marketing goal for the week?
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Creating Your Funnel Exercise Part One- Partner Exercise - 5 minutes each (Ten
minutes)
How are you taking prospects into your sales funnel? Do you have one? Over 99% of
first time visitors do not buy during that visit. What are you doing to get them to come
back?
What I'd like a new customer to do if they don't buy
(You may not write "Take a hike.")

7. _______________________________________________________________________
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During the next four minutes, work with your partner on the steps between getting
a person to come to your site, to them receiving their first communication from your
company BUT start at the end and work backwards.
Partner - at each step, point out reasons why you as a customer would or would not
get to that stage.
The last thing that happens before a sale is:
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Before that:
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And before that:
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Thank you again to our sponsors at Georgetown University and Network Solutions.
There will be a recap posted to the Women Grow Business blog, with links to additional
resources in a convenient embeddable format if you'd like to share with friends.
Our next event is an online Twitter chat with Thursday Bram, next Monday at Noon. Please be
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