NVC Chapter 7: Communicating Your Value Proposition

The second group of customers to buy a new product – people with status in their market segment and opinion leaders.

Having an input to or disrupting decisions that may be made by a customer ahead of the sales meeting. This involves developing relationships with them and using knowledge gained in this way to answer or disrupt any sales objections they may have.

Communication hosted on the internet or on smartphones, such as texting, tweeting or blogging, includes social networking sites such as Facebook, Twitter and YouTube.

Any low-cost approach to creating awareness of your product or service. Particularly associated with the use of social media.

Public relations.