If you're like me, the COVID-19 crisis opened the floodgates to people trying to sell me a new website. After all, in a world with few face-to-face meetings, having a great website for your business will be the difference between a future full of riches and living under the overpass. If only it were so. […]
Getting a lot of referrals for your business requires that you give a lot of referrals, or so says the conventional wisdom. If you are OK with mere introductions, the conventional approach works. However, if your goal is a steady stream of great referrals on which you can build your business, mere introductions consume a […]
My personal and professional goal is to make you the easy choice for prospective clients. Before you can become the easy choice, you must understand what it's like for prospective clients: They have lots of choices as other firms offer similar services. You (and your competitors) make the selection decision harder than it needs to […]
Well-meaning advice often leads to bad outcomes. During the current COVID-19 crisis, A lot of recommendations for generating business result in costly and unproductive random acts of marketing. You waste money you don't want to spend and you waste time you can't afford to lose. A bad result in the best of times. Now is […]
Many professionals I've talked to are tired of upbeat advice telling them how to play DEFENSE. Now is a great time for strong firms to build a stronger position in their market. Doing so requires you accept 4 truths about your marketing. These truths make it possible to attract more of your ideal clients. Soon, […]
Even well-meaning marketing tips can produce bad outcomes. Trying to improve your client development can lead to random acts of marketing. Piecemeal marketing creates piecemeal impacts. You waste money you don't want to spend and time you can't afford to lose. Now is a bad time for wasting time or money. Sustained growth requires aligning […]
Let's talk about results. You want to make more money, not work harder. You only care about what comes out of your sales funnel. Here are 3 actionable tips for growing your revenue rather than expanding your sales funnel. #1: Screen What Goes Into Your Sales Funnel The key to efficient client development is putting […]
Does the current uncertainty have you concerned about your business because you are no longer the highest priority for your clients and prospects during the current COVID crisis? A Hard Lesson for Many YOU were never your client's top priority. Improving THEIR business is now *and always has been* THEIR top priority. When YOUR priority […]
Marketing to yourself is a real danger for accountants, lawyers, consultants, engineers, and other professionals. When I meet someone, I always ask: "Why do YOUR clients select YOUR firm?" Last week, a partner at a CPA firm went on for a good 5 minutes regarding how everything at his firm revolves around the client. Back […]
Is your firm powered by extrinsic or intrinsic motivation? Most programs and systems focus on extrinsic motivators. The focus is on actions you NEED to do. Simple, straightforward, and hard to sustain over time. If your new sales training program says you must make 5 cold calls each day or your marketing process depends on […]
