All set with your marketing planning for next year? (And since we’re rolling into a new decade, for the 20s, as well?) No? Here are some links to get you started: Understand that you run a media company, whether you … Read More
lead generation
Reasons you don’t have a Lead Magnet on your site
After I published a 3,000 word article on using a Lead Magnet to generate leads for your professional services business, responses ranged from “hey, this is exactly what I needed”, to “this would never work for me.” Within the “never … Read More
How to Generate More Leads from Your Professional Services Website
When Bob Davis started his sales consulting business, Simple Sales Strategy, his business came from word-of-mouth. That’s great, but it’s not predictable. Naturally, Bob looked to his website to generate leads. He even invested in SEO to get better rankings … Read More
Should You Narrow Your Niche? Here’s the One Question to Ask
Should you narrow your niche? And what’s all this talk about niching, anyway? And if you’ve got a niche, how do you know if you should make it wider or narrower? Let’s dig in. What’s a Niche? Think of your … Read More
Don’t “Market”, “Teach” — marketing for consultants
Last week, I discussed how to “help” instead of “sell”. This is a powerful paradigm shift, especially if you find “selling” uncomfortable, unnatural, and/or unethical. But what about marketing? What about lead generation and business development? Another paradigm shift can … Read More
Call Mode: An easier way to make sales calls
Most people don’t really enjoy making sales calls. I’ve found that if I’m doing a good job helping prospects, not just selling them, the conversations are easier, more fun, and more productive. But knowing who to call next can be … Read More
Making Sales Call Easier
If there’s one overriding theme beyond the Mimiran product, it’s: “automate around Reuben’s weaknesses.” One of those weaknesses is calling people. I’m getting much, much better, but it’s still not my favorite thing, and I’m still behind where I should … Read More
Creating the Right Lead Magnets for each Stage in the Buyer’s Journey
Your buyers’ journey will determine how you should offer Lead Magnets (pieces of content offered in exchange for email and/or other contact information) to lay out stepping stones to make the journey easier. Put the wrong stone in the wrong … Read More
2019 Sales and Marketing Pipeline Planning
We’ve all done our sales planning for 2019? If you’re a bit behind, like some people I’ve heard about, you can use this quick pipeline planner to get a sense of how many leads you need, what your close rate … Read More