Description
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 Drew Williams is a serial entrepreneur who sold one of his businesses for eight figures. He has served ashead of marketing for several multi-billion-dollar companies and is currently managing partner at nuRevenue Partners. Jonathan Verney is president of the Corporate Storyteller Inc., a story-driven communications agency,and coauthor of Live Well, Retire Well. His passion is helping businesses articulate their vision and their story. 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
