The Marketing System That Compels Your Clients To Demand Your Services At Premium Prices

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, 20224 min read

The Critical Growth Barriers for Professional Service Firms

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, 20224 min read

Your Clients Don’t Care About Your Knowledge And Expertise

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, 20225 min read

How To Minimise Resistance In Selling Your Services

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, 20215 min read

Marketing Professional Services is Just Like Gambling – But Here’s How to Make It a Sure Bet

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, 20216 min read

Industrial Age Thinking Is Stopping You Getting Clients

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, 20215 min read