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... by Bill Brelsford | Jul 29, 2010 | Marketing
I think everyone, newly promoted or not, struggles with this one at some point in their career. How do we talk about what we do and talk about it without boring ourselves and everyone around us to tears. The default, of course, is to fall back on your title – I’m a... by Bill Brelsford | Jul 21, 2010 | Marketing
Last week I posted a little about using personas as a tool for marketing your professional service firm. I mentioned that I first ran into personas in the software development world. Today I thought I would share a lesson that took me a little while to learn back... by Bill Brelsford | Jul 14, 2010 | Marketing
A long time ago (but still in this galaxy) I used to spend most of my day writing and customizing business software. I probably entered the software development world differently than most at the time – I learned how to write software to help me be a better...