4 Steps to Give Your Computer Consulting Marketing a New SPIN (Slides)

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Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com

4 Steps to

Give Your Computer

Consulting Marketing

a New SPIN

Creative Commons Image Source: Flickr BUILDWindows

http://blog.sphomerun.com/

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SPIN stands for

“Situation-

Problem-

Implication-

Need/Payoff”

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It’s a Simple 4-Step

Process That Can

Be Easily Adapted

for Marketing

Messages



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1. Situation



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Sketch Out the

Business Context

With Brief

Information on the

Client and Goals



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2. Problem



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Describe the

Difficulty

Experienced or

Opportunity Out of

Reach for the Client



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3. Implication



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State the Negative

Impact of the

Situation on the

Client’s Business



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4. Need/Payoff



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Give a Short

Description of the

Need, and the Clear

& Precise Benefits

Experienced



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You Could Then

Complete This

Piece of Computer

Consulting

Marketing With



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Just a Few Words

on the Solution

That Turned the

“Need/Payoff”

Benefits into Reality



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If You Use any

Other Acronyms

like SPIN in

Marketing,

Which Are They?



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Have You Modified

or Expanded on

Any For Your Own

Purposes?



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Tell Us About

Them in the

COMMENTS

Section Below



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