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 Duct Tape Marketing coaches 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...
Another topic I’ve been hearing a lot about lately is lead scoring. Several people have asked me what lead scoring is and whether or not it makes sense for accounting, law, or other professional service firms. Here are some of my thoughts on lead scoring. What is Lead...
Consultants and coaches like to talk about the lifetime value of a customer. Bluntly speaking, lifetime value of a customer is a measurement of how much money I can get from my "relationship" with the customer. I put relationship in quotes because I have a...
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...
Over the weekend, I found this short video from Tom Peters where he shares his views regarding thoughtfulness as a key to success. (If you can't see the video, click here) So what do you think about the role that thoughtfulness plays in your business?
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...