ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
Developing Your Point of ViewYour Strongly Held BeliefsYou Believe This Because...Example: My Strongly Held BeliefsExample: I Believe This Because...
2
What are your strongly held beliefs that relate directly to the problems you solve for your ideal clients?I believe...... because...I believe that trust is the most important factor in b2b sales.b2b projects are normally high risk and transformative, leading to a huge requirement for trust
3
What commonly held beliefs do you passionately disagree with?I believe...... because...I believe that referrals are dangerous.you can't control referrals, they're "hope marketing"
4
What should your clients STOP doing or START doing?I believe...... because...I believe that inbound is superior to referrals.inbound leads turn up ready to buy and don't need convincing in the same way that referrals often do
5
Are there any myths that you want to debunk?I believe...... because...I believe that inbound for experts means building authority.inbound requires content, and b2b sales requires trust, and the cross-section of trust and content is authority content
6
Especially think about opinions that seem counter-intuitive (i.e. just plain wrong) if you leave out the explanation.I believe...... because...I believe that specialization is essential in order to build authority (one of my "leading" beliefs)it's impossible to be an expert in everything, and lack of focus will kill your content before you even start
7
What concept or belief can you "pick a fight" with?I believe...... because...I believe that vertical specialization is superior to other forms of specialization, to the point of potentially being a “silver bullet”.with vertical, your target audience congregates in trade associations, at events, they read the same magazines and listen to the same podcasts
8
Is there a core belief that underlies everything that you do?I believe...... because...I believe that podcasting is the best type of content to publish for authority.podcasting builds trust more quickly due to the impact of literally being in someones ear on a regular basis
9
Use File -> Make a Copy to make an editable copy of this worksheet for yourself.I believe...... because...I believe that marketing can be as simple as teaching what you know.inbound (authority) marketing is about demonstrating your knowledge
10
I'd love to get your feedback and suggestions - please email me at alastair@therecognizedauthority.comI believe...... because...Read/listen to my thoughts on Point of View here
11
Other examples:
12
What sets your business apart from your competitors?
Jonathan Stark believes that hourly billing is nuts, and uses that to frame most of his writing and speaking.
13
What personal experiences have shaped your business strategy?
Blair Enns doesn’t think that procurement has a place in the conversation when it comes to expert services, and he’s pretty upfront about it.
14
How does your approach differ from the conventional wisdom in your industry?
Alan Weiss likes to poke people because “people need to be poked” or they will not grow and innovate.
15
How does your view of the future shape your present strategies?
16
What do you believe that no one else in your industry believes?
17
What are the principles that guide your decisions and why do you hold them?
18
How do you want your clients to perceive your business and what steps are you taking to achieve this?
19
Can you share a success story that embodies your approach to business?
20
What's the one thing you wish everyone knew about your industry?
21
If you could change one thing about your industry, what would it be?
22
How do you handle mistakes or setbacks? What's your philosophy on failure?
23
What is the biggest risk you've taken and what did it teach you?
24
How do your company's values align with your personal ones?
25
How do you think your business is impacting the world?
26
How do you approach innovation and disruption within your industry?
27
Can you recall a time when you had to go against the grain to stay true to your business's mission?
28
What's the one misconception about your business that you'd like to correct?
29
How do you ensure that you stay ahead of trends in your industry?
30
How does your company culture reflect your point of view?
31
What role does customer feedback play in shaping your perspective?
32
How do you think the industry will change in the next 5-10 years and how are you preparing for it?
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100