Because the purpose of business is to create a customer, the business enterprise has two–and only two–basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.” — Peter Drucker In just two and half words, Peter Drucker captures the purpose of […]
Forecast · The Marketing Podcast for B2B Professional Services & Consulting Firms
Not getting the results you want out of your marketing? If you’re doing lots of “stuff” but none of it is really working… or you have lots of ideas but you’re not sure which ones to focus on… then you need a marketing playbook. A marketing playbook is an “action plan” that tells you what […]
So you’ve done a marketing audit. You’ve identified the opportunities that lie ahead for your firm. And you’re ready to take things to the next level. But before you jump into specific marketing tactics, you need a strategy. Done right, a marketing strategy lays out a roadmap to take your firm from where you are […]
Is it time to take your marketing plan (or lack thereof) seriously? If you don’t have a written plan that guides your marketing activities, you’re either not doing any marketing or you’re wasting a ton of time, money and opportunities. To build a marketing plan, the first step is to evaluate your current marketing activities to determine what’s […]
In this lesson, we’re going to look at the 5th “P” of lead generation, which is “Push”.
This is an uncomfortable topic for many. In a perfect world, you wouldn’t have to sell. Clients would find you and immediately see that they need to hire you now.
In this lesson, we’re going to look at the 4th “P” of lead generation, which is “Proof”.
Now that you’ve got the buyer an irresistible promise, the onus is on you to follow through on that promise with proof.
In this lesson, we’re going to tackle the 3rd “P” of lead generation, which is “Promise”.
The promise is a natural extension of the problem. If you’ve picked the right problem, you’ll have the buyer’s attention for a moment… but you need to follow up with an irresistible promise.
In this lesson, we’re going to look at the 2nd “P” of lead generation, which is “Problem”.
If you choose the right problem to solve, you’ll immediately cut through the clutter and get your buyer to sit up and pay attention. But if you choose the wrong problem, you’ll never get attention… no matter how much money or effort you expend.
In this lesson, we’re going to look at the first “P” of lead generation — which is “Profile”.
Choosing a target profile is the very first step in building a winning lead generation campaign. Not only will a clear and specific profile make it easier to find buyers, but it’ll also help you craft messages that get their attention.
This episode serves as both an introduction to the podcast and the free audio course we’re launching the show with — The 5 P’s of Lead Generation for Professional Services Firms.
The first part of this episode covers the story behind the podcast. If you want to skip ahead to learn about the course, fast forward to the 4:25 mark.