The Marketing Hourglass – (click to enlarge)

  1. Know – Your ads, article, and referred leads
  2. Like – Your web site, reception, and email newsletter
  3. Trust – Your marketing kit, white papers, and sales presentations
  4. Try – Webinars, evaluations, and nurturing activities
  5. Buy – Fulfillment, new customer kit, delivery, and financial arrangements
  6. Repeat – Post customer survey, cross sell presentations, and quarterly events
  7. Refer – Results reviews, partner introductions, peer 2 peer webinars, and community building