Connect, deliver value, and attract your target audience so demand runs without you. Three modules. Each one ends with the instrument question that keeps it honest.
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2.1
Connect With Your Target Market
Connection is a distribution decision before it is a content decision. The question is not "what should we post" but "where does our buyer already pay attention, and how do we show up there reliably." One channel your research says they trust, worked consistently, beats five channels worked occasionally.
Consistency is the whole game. A monthly touchpoint that actually happens every month compounds; a burst of activity followed by silence reads as noise. Choose a cadence you can sustain in your worst month, not your best one — this module runs on calendar discipline, not inspiration.
Measure the connection, not the vanity metric. The reading that matters is conversations started with people who match the buyer profile from Position — not impressions, not followers. If the channel produces reach but no qualified conversations, it is an audience, not a market.
Instrument question
How many qualified conversations did your channel start last month — counted, not estimated?
2.2
Deliver Value Bombs To Your Target Market
A value bomb is something genuinely useful given away without a gate or a pitch: the worksheet, the teardown, the benchmark, the honest answer to the question everyone else answers with "book a call." It works because it demonstrates competence instead of claiming it — and skeptical buyers only trust demonstrations.
The standard is: would the recipient keep this even if they never buy? If yes, it builds the only asset promotion actually accumulates — a growing list of people in your market who have already received value from you and know it.
Do the arithmetic. A value bomb costs you hours once and works for years. It pre-answers objections, shortens sales conversations, and filters for buyers who value substance. Keep a ledger of what you’ve shipped and the responses it produced; the pattern in that ledger tells you what to make next.
Instrument question
What have you given your market in the last 90 days that they would keep even if they never buy?
2.3
Attract People From Your Target Audience
Attraction is what happens when Position and the first two Promote modules are working: the right people arrive already half-convinced, because the package speaks to their problem and the value you shipped proved you can solve it. This is demand that runs without you pushing.
Build the path deliberately. Every value bomb ends with one clear next step. Every conversation has a documented route to the packaged offer. Attraction fails quietly when interest has nowhere to go — attention without a route is a leak, not an asset.
Watch the composition of inbound, not just the volume. If the people arriving don’t match the buyer profile, the market is telling you the message or the channel is off-target. Adjust Position before you spend more on Promote — amplifying a mis-targeted message just buys the wrong audience faster.
Instrument question
Of your last 20 inbound enquiries, how many matched your target buyer profile?
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FROM THE ORIGINAL PROGRAM — THE BUSINESS MAXIMIZER FRAMEWORK, 44 PP.
Creating an Automated Marketing Funnel to Gather Leads
The second section of the original nine-step program builds the automated marketing funnel: connect with the target market, increase exposure, and provide value to potential customers. The funnel exists to gather leads at scale — the automation exists so it keeps running when the founder is busy.
Connection builds the marketing funnel that engages and educates leads at scale — social media, email marketing, content marketing. Exposure gets traffic to the value you ship: compelling content, influencer leverage, an optimized online presence. Value Bombs are the fuel — free content, lead magnets, and offers worth keeping that attract ideal prospects into the funnel.
STEP 1 — CONNECTIONConnect with the target market through channels such as social media, email marketing, and content marketing.
STEP 2 — EXPOSUREIncrease exposure with compelling content, influencer leverage, and an optimized online presence.
STEP 3 — VALUE BOMBSProvide value to potential customers through free content, lead magnets, and other incentives.
