John Jantsch has a nice post today about changing your behaviors (or creating new habits) to become successful at marketing. His post reminded me of a concept I learned from my friends at Sandler Sales Training called the Success Triangle. I believe is so important to...
Yesterday, I had the opportunity to attend David Crandall’s seminar about estate planning. During his presentation, David talked about the importance of beginning with a snapshot, a view of what you want to happen when you pass away or become disabled. This is another...
I don't know if this is just plain laughable, or if I have to laugh to keep from shaking my head so hard I'm afraid I'll sprain my neck. It's saturday morning and I am catching up on my reading. I see an ad in a trade magazine, I have a quick,...
In Duct Tape Marketing, we define marketing as getting someone, with a particular need, to Know, Like, and Trust us. I think the "Know" portion of this definition is often viewed as just "getting our name out there" and is often used to rationalize...
Creating alliances with strategic referral partners is a great tactic, particularly for professional service providers, to grow your business or practice. Some professionals struggle with building referral partnerships because, for a variety of reasons, they are not...
I’m not a big fan of buzzwords, but I do like the term "inbound marketing". I think it is a perfect description of how professional service providers should approach marketing. I don’t know if they coined the phrase, but I first heard the term inbound marketing from...
Public relations is an important and power lead generation tactic for professional service firms. The press release is still a powerful tool for reaching out to the media. Just like any other marketing tactic, we need to be strategic about how we use press releases in...
During a recent presentation about referrals and networking, the subject came up about what to do when someone you meet doesn’t let you talk. We were discussing a technique in which we begin by asking someone what they do for a living. The expectation being...
Recently, I've been talking to several business owners and independent professionals who are frustrated with the results they get from attending networking events. Networking came become a huge drain on our time - particularly if we are not consistently generating...
Referrals and face-to-face meetings are the preferred tactics for marketing professional services. Most professionals will tell me that the "other marketing stuff" doesn't work, but if they can get in front of the right person, the usually close the...