If we look at the big picture of how a prospect actually becomes a client, the following seven-step model is very useful. Each step involves specific tactics. 1 - Strangers You want to approach a prospect, but you don't know them and they don't know you. Marketing to strangers usually means struggle and rejection. That's why the first set of marketing tactics are to form … [Read more...] about A Seven-Step Model for Marketing Professional Services
Networking and Word of Mouth
Why You Should Know Your Own Clients
When most business professionals think of networking the immediate thought is networking with other professionals. One very overlooked arena of networking is that of your existing client base. Yes, your clients do network. Not formally and probably not ever with one another, yet they network -- with their friends, colleagues, church members and so forth. Get to know your … [Read more...] about Why You Should Know Your Own Clients
How to Make the Most of Industry Events, Trade Shows and Conferences
Spreading the word about your business is essential to its success. Hence, as a savvy entrepreneur, you need to be constantly on the lookout for ways and venues you can use to spread the word about your venture. And there is no better way to get the word out about your business than to join industry conferences, trade shows and events, where the movers and shakers in your … [Read more...] about How to Make the Most of Industry Events, Trade Shows and Conferences
5 Biggest Business Networking Mistakes – and How to Avoid Them
Are you networking to grow your business? Are you constantly looking for more prospects? If you're wearing yourself out attending scores of networking events and still have very little to show for it, it's time to try something else. A good way to get started is by learning from your mistakes... How many of these five mistakes are YOU committing on your quest for more … [Read more...] about 5 Biggest Business Networking Mistakes – and How to Avoid Them
Are You Reaching the Influencers?
While listening to a set of audiotapes on the history of philosophy, I was struck by how well networked scholars and thinkers were in the seventeenth and eighteenth centuries. When airplanes and computers, much less FedEx and the Internet, were still science fiction, philosophers like Rene Descartes, Thomas Reid and Immanuel Kant kept up very well with who was who in … [Read more...] about Are You Reaching the Influencers?