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Scorecard Marketing by Daniel Priestley and Glen Carlson, framework 2 of 7

Product-for-prospects

A low-risk, scalable first step that lets people learn about you before the core product.

Daniel Priestley and Glen Carlson's framework, from Scorecard Marketing, pp. 18 to 46.

  1. Name the prospect's unknowns

    List the top questions people need answered and what they do not yet understand about the value.

  2. Package a first step

    Offer a workshop, book, report, event or scorecard that many people can use with little of your time.

  3. Prefer the one that collects data

    Choose the format that also personalises and tells you about the person, which is the scorecard.

From chapter: PART ONE The Philosophy Of Generating Warm Leads, pp. 18–46

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