Have you ever had the experience when you know you should have won a new client but then, they decided not to go ahead with you? What makes it even worse is, you know that your potential new client has just made the dumbest decision in their life. You know exactly how much they would […]
If They Only Knew What You Could Do Read More »
If your marketing strategy doesn’t match your potential clients’ buying strategy, it seems obvious that your ability to acquire new clients is going to be limited, right?  Most consultants, coaches, accountants and others in professional services have typically seen referrals as their most reliable and consistent source of new work and new clients. Whether
Does Your Marketing Strategy Match Your Clients’ Buying Strategy? Read More »
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 service firms operate, with a critical barrier at each level that prevents most businesses advancing to the next level. Struggle  The foundational level is
The Critical Growth Barriers for Professional Service Firms Read More »
Selling consulting services is problematic for most consultants. Most consultants feel uncomfortable selling. Not because they’re bad at it, but because everything they’ve been taught about selling feels unnatural, often pushy, transactional, at odds with the expertise they’re supposed to represent. But what if a sales conversation didn’t feel like selling at all? What if
How to Sell Consulting Services (Without Feeling Like You’re Selling) Read More »
