How much time do you spend thinking about the buying process from your client’s perspective? If you’re honest, not much at all. Most professionals barely spend time thinking about the selling process. They adopt a “show up and throw up” strategy to their new business meetings. And then they wonder why they keep losing deals. […]
Forecast · The Marketing Podcast for B2B Professional Services & Consulting Firms
I hate to be the one to break this to you. But no one is going to read look at entire website. No one is going to click on all the pages. And no one is going to read all the text. That’s the bad news.
How much thought did you put into your professional headshots and portraits? If you’re like most people, not much at all.
You either found a local photographer to take a picture of you in some kind of studio; or you dusted off the DSLR you barely know how to use and took a picture in your living room (not that I’ve never done that…).
You know how important your website is. You know that prospects will always check out your website before they meet with you. You know that your website often determines whether or not you’ll even get a meeting.
So the question is, is your website doing what it’s supposed to?
In this lesson, we’ll talk about how to translate your goal into a plan that you can execute. Make no mistake, there’s nothing sexy about this process. But if you don’t take this extra step, your goal will always remain a goal.
What’s your focus in Q2?
When it comes to marketing, less is more. There’s no sense committing to a whole set of tactics that you probably won’t be able to follow through on.
Q1 is officially over. More than 25% of the year is behind you. The question is, are you 25% of the way towards achieving your goals?
That’s the essence of the quarterly review process. You need to assess what worked in the previous quarter, what didn’t work and what you need to do differently going forward.
Running a small service business is no small task. As the founder, there’s no doubt that time is your most precious asset. And yet, you’re probably wasting a ton of it doing things like customizing every project to “meet the client’s needs, chasing prospects who will never do business with you, doing work that doesn’t make the best use of your skills.
Do you think “sales” is a dirty word? Does the thought of having to sell make you want to curl up into a ball and hide in the corner?
Many professional services providers loathe selling. They avoid it all costs by telling themselves things like “the work sells itself” and “real professionals don’t need to sell”.
Do you dream of becoming an all star closer? Do you wish you could walk into a new business meeting and walk out with a deal every single time?
Well, dream on. No matter how good you get at closing, you’re not going to close every deal. That said, it would be nice to close more of them, wouldn’t it?