Course 02 · Lesson 11 of 13
The two tests
The three-sentence test. After a good first conversation, the prospect should be able to say this to their boss or partners without you:
"It gets all of us posting on LinkedIn regularly, in our own voices, without anyone starting from a blank page. Our rules are checked before anything goes out, and we decide how much the assistant does on its own. It's priced per person, one licence each, and the software is all in, and we'd start small and see."
Ask, "How would you explain this to your partners tomorrow?" Listen for those three ideas, then write your follow-up in their words.
The three-way positioning test. Read every new line, page or email as three people. It passes only if all three get something true and none is put off.
| Reader | Passes if | Fails if |
|---|---|---|
| A marketing person | They can see themselves running it, in control of rules and approvals | It implies "you won't need a marketing team" |
| A CEO or owner | They get the outcome (whole team visible, risk controlled) in one read | It is a feature list or needs marketing vocabulary |
| A firm with no marketing function | They believe they could start this week, with Holly doing the routine | It assumes a content strategy, a team or a brand guide |
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