Not every lead you generate comes to you "ready to buy." Some leads will never buy your products or services. According to some studies, only 25% of new leads could be considered sales-ready (I think that may be high), and upwards of 25% will probably never buy...
In professional services firms, many of us wear the sales, marketing, and delivery hats. Each role has different opportunities to engage in conversations and gather feedback to help improve their performance. While each role has their favorite tools for gathering...
Whether you are creating your first company web site or evaluating the site you have had for years, it is easy to get confused by myriad of advice and acronyms that you find in books, webinars, and in talking to consultants. If you find yourself in this situation, you...
Whether you call it networking, word-of-mouth, or referral marketing, making new contacts through people you already know is a big part of building a professional services firm. Most sales and marketing databases, whether a complex CRM system or a simple spread...
When it comes to marketing automation for professional service firms, how much is enough? How much is too much? Accountants, lawyers, and other professionals spend a lot of time developing relationships with prospects, clients, and strategic referral partners....
I was brainstorming with a colleague recently, trying to come up with ideas for providing rewards for people who provide referrals. Many professionals depend heavily on receiving referrals to grow their practice but are often prohibited (or severely limited) from...
If you are a regular reader of this blog, you have seen me post more than once about starting your marketing efforts by creating a marketing strategy. Here is an example of one such post. Since I strongly believe in this idea of creating a strategy first is key to...