The Marketing System That Compels Your Clients To Demand Your Services At Premium Prices
According to numerous research reports, the challenge of finding and attracting premium clients consistently and predictably is the biggest challenge faced by most (85% or so) owners of professional s... ...more
Marketing
October 17, 2022•4 min read
The Critical Growth Barriers for Professional Service Firms
From my observations, which are supported by the HBR classic article, Evolution and Revolution as Organizations Grow by Larry E. Greiner, there appear to be four distinct levels at which professional ... ...more
Leadership
March 27, 2022•4 min read
Your Clients Don’t Care About Your Knowledge And Expertise
I see two approaches to marketing professional services that are commonly used. The two approaches are different and come from opposite perspectives, but they are both wrong. And I don’t mean that it... ...more
Marketing
January 10, 2022•5 min read
How To Minimise Resistance In Selling Your Services
Sales resistance is a fact of life for most people selling professional services. In any sales transaction we must negotiate 5 barriers. They can be real and permanent, which means no sale. Or they ar... ...more
Marketing
September 05, 2021•5 min read
Marketing Professional Services is Just Like Gambling – But Here’s How to Make It a Sure Bet
Most of what we know about marketing comes from concepts that applied in the industrial age. One of the results of our industrial age understanding of marketing is that we tend to think in terms… ...more
Marketing
June 23, 2021•6 min read
Industrial Age Thinking Is Stopping You Getting Clients
Most of what we know about marketing comes from concepts that applied in the industrial age. One of the results of our industrial age understanding of marketing is that we tend to think in terms… ...more
Marketing
February 15, 2021•5 min read
