Professional Services Leadership, Marketing & Rainmaking
From the category archives:
Smoking a cigar in the Adirondack chair as the red sun goes down over the lake on a warm summer evening. Between this and me is a major remodel of the fixer-upper lake house my wife and I just bought.
Since I inherited from my father special skills like hammering a nail into a wall such that I ruin the wall, I realize I’m about to spend a lot of time with architects and contractors. All I’ve heard from friends and colleagues is, “Be careful!” Click to Read More
Twitter, blogs, LinkedIn, and Facebook have marketers abuzz. The tools can generate exposure for their firms, increase website traffic, and result in new business partnerships, but marketers still don’t know how to best use them.
In this podcast, Michael Stelzner, who just published the Social Media Marketing Industry Report, discusses how marketers can tell if social media is paying off, what they should think about before diving in, how much time they should invest in it, and much more.
(Time: 11:09)
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
In an economic downturn many service firm leaders turn to marketing, and specifically brand building efforts, as the first place to cut. When in fact, your brand building activities (when done right) are the ones that can help generate leads, relationships, and trust—all key ingredients to winning new clients both in boom and in gloom.
Listen as we talk about building up your brand in a downturn with Mike Schultz, the publisher of RainToday.com, president of Wellesley Hills Group, and co-author of the forthcoming book Professional Services Marketing. Specifically, we’re going to revisit a Q&A session I had with Mike in a recent RainToday.com webinar.
(Time: 11:40)
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
Where does a professional services practitioner, marketer, or salesperson start with all the social media out there? The choices can be overwhelming and many people choose to ignore the social media landscape altogether.
In this podcast, we talk with Paul Dunay, author of the forthcoming book FaceBook Marketing for Dummies, and discuss what social networking is worthwhile and how to have a blog and content that is relevant.
(Time: 08:53)
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
In professional services firms, the experiences we create for our clients plays a huge role in our ability to satisfy them, generate the return on investment they are looking for, and ensure they stay loyal clients. Listen to this episode as Peter Merholz, author of Subject to Change and president of Adaptive Path, explains what service firms can do to deliver valuable experiences to clients.
(Length: 13:19)
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
Most services firms want short-term leads, leads that are ready to buy now. In contrast, the best service firms focus on the 75% of leads that are long-term opportunities that take six months to two years to develop. It’s not easy to do, but successful marketers do just that.
In this podcast we talk with Dan McDade. Dan helps B-to-B companies fill their forecasts with qualified revenue opportunities as president of PointClear. Specifically, we revisit a questions-and-answer session we had with Dan in a recent webinar with Raintoday.com.
(Time: 9:09)
Hear the rest of Dan’s advice by visiting the RainToday store and watching Dan’s webinar Best Practices: 10 Actions to Immediately Improve Your Lead Nurturing Program.
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
If you’re trying to sell a 1960s automobile in the next century, you have a very limited market. The same goes for firms trying to sell services which haven’t adjusted to the realities of the current recession.
Listen as Paul Collins, managing partner of Equiteq LLP, explains how to build a value proposition that sells in a recession, drawing from his vast experience helping consultancy owners improve their profit performance and realize equity value in their businesses.
(Length: 10:54)
Interested in hearing more? Paul Collins will cover this material in even greater depth during his upcoming RainToday.com webinar on Thursday, March 19. Sign up today!
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
A lot of people think “trust in business” is a little soft, a little oxymoronic, and a little odd. But it’s not. It is an essential component of successful client relationships and a key element in winning over prospects.
Listen as Charles H. Green, founder and CEO of Trusted Advisor Associates, breaks down how trust works in professional services, what the components of trust are, and how trusted advisors can reconcile that role with their responsibility to develop new business.
(Time 10:14)
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
Lead nurturing is a highly-relevent topic nowadays with most firms struggling to win business in the current recession. Why? Roughly 75 percent of all leads are long-term opportunities that need nurturing.
Listen as Dan McDade, founder and president of PointClear, explains how the best firms focus on these opportunities by using meaningful, thoughtful, and enjoyable communications.
(Length: 09:34)
Interested in hearing more? Listen to Dan McDade’s RainToday.com webinar, Best Practices: 10 Actions to Immediately Improve Your Lead Nurturing Program.
RainToday.com’s Podcast “Marketing & Selling Professional Services” is produced by the Wellesley Hills Group.
Click here to subscribe to the series via iTunes.
If you’re looking to create a culture of business development at your firm, you’ll want to follow all six factors in the window into business development performance. Miss one of the factors for any reason and you’ll severely limit your success.
In part two of this two-part podcast, Mike Schultz, publisher of RainToday.com and president of Wellesley Hills Group, outlines factors #4-6 for creating a culture of successful business development performance. Be one of the rare service firms that focuses on all six factors and you’ll need more people to get all of the new client billable work done.
(Time: 7:30)
Interested in reading more? Pre-order the book, Professional Services Marketing, co-authored by Mike Schultz and John Doerr, founder of RainToday.com.
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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