What Is Lifecycle Marketing?

Lifecycle marketing is a three-phase framework devised specifically for small businesses to help you transform your sales and marketing activities. It is comprised of basic strategies and tactics integrated into a single, self-sustaining process. Implementing Lifecycle Marketing phases through the affordable, easy-to-use automation technology now available to you puts you in the best position to attract, sell and wow valuable customers.

The 3 Phases of Lifecycle Marketing

The Lifecycle Marketing model provides a simple framework that you can use to attract customers, grow sales and deliver a wowing customer experience. It includes three phases: Attract, Sell and Wow. Each phase is made up of three stages. This post will demystify each of the three phases, and their respective stages.


Phase 1: Attract

Attract is the first phase in the Lifecycle Marketing model. The purpose of this phase is to get the attention of the consumers that you want to buy your products or services. The stages include Target, Attract Interest and Collect Leads.

Lifecycle_Marketing-attractTarget – Getting noticed in this noisy world is critical for the success of your business, but it’s not always easy to get the word out. The best way to get noticed is to start with a narrow focus. Define your ideal target by researching their demographics, attitudes, behaviors, motivations and favorite places to hang out, both online and in person.

Attract Interest– Attract visitors to your website with great content like ebooks, infographics, research reports, webinars, social media and blog posts.

Collect leads – Use a web form that includes special offers, free consultations or premium content to encourage visitors to sign up for your email list.

Phase 2: Sell

Sell is the second phase in the Lifecycle Marketing model. As a small business owner, you must have a strategy in place that makes your product or service the obvious choice when they’re ready to buy. The stages include Educate, Offer and Close.

Lifecycle_Marketing-Sell-Phase_3Educate – Create a consistent campaign of useful information with automated, personalized follow-up messages.

Offer – To determine when to provide an offer you have to understand your target customer’s buying process. The best way to do this is to observe past customers actions and create a buying process map.

Close – Closing the sale involves more than just an exchange of money or signed documents. In a direct sales conversation, the close involves clear communication, good presence and written documentation.

Phase 3: Wow

Wow is the third phase in the Lifecycle Marketing model. Getting started with a Wow strategy involves three key stages: Deliver and Wow, Offer More and Referral.

Lifecycle_Marketing-WowDeliver and wow – Fulfill your commitments on time, then provide additional value that surprises and delights customers.

Offer more – Develop a long-term strategy, tactics, products and services to help generate additional sales and recurring revenue over time.

Referrals – Encourage referrals by encouraging and creating incentives for customers and partners.


It seems too obvious and easy, right? In fact, on the surface there are no “secrets” in Lifecycle Marketing. Small businesses have known about and practiced these tactics in some form for thousands of years.

The real value of Lifecycle Marketing derives from integrating the individual phases in to a single system — leveraging the interconnectedness and interdependencies of the stages. As the saying goes, the whole is greater than the sum of its parts.

Are you a lifecycle marketer? Do you plan your sales and marketing as a single process, or as a collection of activities?

Click here to watch a Lifecycle Marketing video and access more resources.

About the Author

As the Content Strategy Manager at Infusionsoft, Tracie Rollins helps small businesses succeed by educating and sharing innovative approaches to solve small business challenges. She applies nearly two decades of experience to marketing strategy, research, and development of content that educates, influences and improves the lives of others. Education provides knowledge, knowledge drives actions and actions change the world. As managing partner of The Rollins Advantage, LLC., she is passionate about helping small businesses implement cost effective marketing strategies that drive results. She has appeared on KTVK’s Good Morning Arizona show, and has been featured in the Institute for Industrial Engineering magazine, Woman’s World, Arizona Republic and multiple local publications. A science undergraduate, she completed her bachelors of science in Industrial Engineering in 1997 at the University of Arizona. She earned her Master’s in Business Administration in 2001.

  • http://www.cash4novices.com/ Curtman40

    Being a small business owner I have practice each of these principles however, I did not know that it was an actual system. Unfortunately small businesses are so busy running there business that they don’t have the time to look at the principles behind there business I am glad that this post was made available and will book mark it for future reference.

    • http://www.dirinc.us DIR Incorporated

      Excellent point. Many small businesses, especially in mom & pop retail don’t take time to focus on the mechanics of what is growing, or in some cases killing their business.


    la comercializaci’on y las ayuda brindada por ustedes,si son bien aprovechada de seguro
    ba hechar para lante cualquier empresa o negocio que se dedique a los mismos

  • http://www.lenker.com jlenker

    Life cycle marketing is something that we’ve promoted for years. I actually wrote an entire book about it in 2002, so I’m glad to see it getting traction through platforms like InfusionSoft. I’m a big fan and use it in my business, lenker.com.

  • nickx

    please, i want to have the main steps in e-commerce sales life cycel model and if explanation on that