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.
Forecast · The Marketing Podcast for B2B Professional Services & Consulting Firms
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?
Whenever I ask someone what their biggest sales challenge is, the answer inevitably comes back to something like “I can’t seem to close enough deals” or “I’m just not a very good closer”.
Don’t get me wrong. Closing is important. But it’s not the only factor at play.
Not getting the results you want out of your business? Chances are you have a sales problem.
No matter what stage your firm is at, there are always opportunities to win more business. But you need to level up your sales and business development game to find those opportunities and capitalize on them.
Grab the entire series on branding at forecast.fm/brand Let’s assume you’ve got your brand image all lined up. You know exactly how you want buyers to feel when they interact with your brand. And you’re even doing the kind of work that lines up with the image you want to portray. But how do you get that […]
Grab the entire series on branding at forecast.fm/brand Do you look and sound the same as all your competitors? There’s an easy way to find out. Print out the ‘about’ page of your website alongside the ‘about’ page of your closest competitors. Then black out any specific references that would identify each firm. Then, show […]