Professional Services Leadership, Marketing & Rainmaking
From the monthly archives:
When it comes to leads, everyone wants qualified leads. But what qualified means from one person to the next is often different.
A common acronym used to describe a qualified lead is BANT: Budget, Authority, Need, and Timeframe. For professional services firms, BANT works, but you also need to add Fit to the equation, and expand the Budget area.
Every professional service provider tries to make themselves distinct in the eyes of buyers: We seek to show our expertise, to respond to their needs, to listen, to articulate things well. Yet, in sales conversations, according to the buyers, we often don’t do these things, making ourselves distinct in a very different way.
Listen to this podcast with John Doerr, founder of RainToday.com and co-president of Wellesley Hills Group and co-author of How Clients Buy: 2009, as he discusses the top five mistakes service providers make when engaging in sales conversations with potential buyers:
(Length: 08:38)
Download this podcast: Right-click on this link and select “Save Target As”.
Click here to learn more about RainToday’s latest research report How Client’s Buy: 2009.
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
In this episode, we look at whether buyers of professional services plan to increase or decrease their spending. The data from our How Client Buy: 2009 research report shows the news isn’t good for nearly every kind of firm out there.
Our research does show an upside though. As Mike Schultz, president of Wellesley Hills Group and publisher of RainToday.com, explains, the majority of professional services buyers are not loyal to their current firm and are willing to switch providers.
Listen to learn what spending looks like in your industry and what you can do to begin making your competitors’ clients your own:
(Length: 8:05)
Download this podcast: Right-click on this link and select “Save Target As”.
Click here to learn more about RainToday’s latest research report How Client’s Buy: 2009.
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
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