by Bill Brelsford | Aug 24, 2010 | Marketing
Sales and marketing are often lumped together. This is easy to when marketing and selling professional services because both roles are often assigned to the same person. Sales and marketing are different roles, both with different goals, and requiring different skill... by Bill Brelsford | Aug 12, 2010 | Marketing
Why would a series of posts about marketing for the newly promoted include a discussion about turning away business? Mostly because it’s one of those things that everyone seems to learn the hard way. You are probably going to prefer to learn it the hard way yourself,... by Bill Brelsford | Aug 6, 2010 | Marketing
As professional service providers, most of our new business probably (should?) comes from our existing customers. Whether you call it cross-selling, up-selling, or anything else, being able to identify additional needs and sell services to meet those needs is an... by Bill Brelsford | Aug 3, 2010 | Marketing
Do you understand the process your customers go through when making a purchasing decision? For most of our customers, buying professional services is process, not an event. Therefore, it makes sense that we have marketing and selling processes that match their buying... by Bill Brelsford | Jul 30, 2010 | Marketing
Yesterday, I posted about talking about what you do. An important part of talking about what you do, and marketing your services in general, is understanding what your customer is really buying. People don’t want to buy insurance. They don’t want to buy legal or...