Whether you call it drip marketing, lead nurturing, or simply stay-in-touch marketing, having a systematic way to stay in touch with prospects and customers is an essential component of a professional service firm's marketing system. One of the marketing...
In his post about gauging client satisfaction (post no longer available), Robert Armstrong provides some helpful tips for gathering feedback from your clients to help you improve your law practice. While I am a big believer of gathering regular feedback from...
We marketers often talk about the perils of competing solely on price and how to create a marketing system that helps you move from competing on price and in many cases, charge a premium for your services. This idea of narrowing your focus and raising your prices is...
The final building block in our marketing tactic model is the Follow Up block. As accountants, lawyers, and other service professionals, we tend to, as my fellow Duct Tape Marketing coach Bill Doerr is fond of saying “meet people by introduction rather than by...
I'm a big fan of regularly reviewing you marketing plan. I believe that regularly reviewing your plan is just as, if not more, important as creating the plan in the first place. Marketing plan review discussions generally include metrics. Here are three of my...
As more professional service firms use social media as a platform for their marketing activities, the question of whether to outsource those activities will come up with greater frequency. Today I want to talk a little about how to go about making those outsourcing...
When asked, most accountants, attorneys, and other professionals tell me that the primary way they acquire new clients is through word or mouth or referrals – no surprise there. What does surprise me is how often these same folks tell me that they rarely, if ever, ask...
Most tax professionals rely on word-of-mouth, or referrals to grow their business. A good network of referral partners is like having a volunteer sales force. People love to give referrals, but it is important to make it easy for them to do so. You wouldn't send...
Earlier this morning, I was reading a discussion on LinkedIn about what makes for good client service for lawyers and accountants. This question always comes up when we conduct customer surveys – something that we always do when helping our customers develop their...
The Daily Drucker is one of my favorite books – it is always on my desk. I’m always amazed at how things Mr. Drucker wrote years ago are still so relevant today. Today’s entry in The Daily Drucker poses the question “If we did not do this already, would we, knowing...