Category: business strategy

How to tell people when you’re the right choice and when you’re not

Most marketing focuses on convincing people that you’re the right choice. You highlight your credentials, experience and successes so prospects and referral sources want to work with you. All of that is important. But there is another message that can be just as valuable: helping people understand when you’re not the right choice. (more…)

Do you know where your leads come from? Probably not.

A while back, I had a client who was thrilled to get a call from a new prospect who said, “I found you on Google.” I was skeptical. He had almost no marketing in place, digital or otherwise, since we just started working together. When I ran sample searches, his name and website didn’t appear anywhere meaningful. That raised an important question: Was Google really the source? (more…)

What’s missing from your business growth strategy?

Are you using both marketing and business development strategies to grow your business? Too often, professionals and business owners focus on one and neglect the other, when they actually work best together. (more…)

5 steps to getting more business from your existing contacts

Growing your business isn’t just about finding new leads—it’s about maximizing the potential of those you already know. Your existing clients and contacts can become first-time or repeat customers, refer new prospects or connect you with valuable referral sources. But they won’t think of you automatically—you need to stay on their radar. So, how can you turn your network into a steady stream of opportunities? (more…)

How to get more referrals

Referrals are the lifeblood of many businesses. They come with instant credibility and trust because someone else has already vouched for you. This makes it significantly easier to convert referred leads into clients. Beyond this, studies show that referred clients have a 25% higher profit margin and a 16% higher lifetime value compared to those acquired through other methods. (more…)

12 strategies to heat up your firm’s marketing this summer

Summer can present some unique opportunities to market your firm. Work and networking events may have slowed giving you and your staff more free time. Or, you may be able to get additional resources like interns or part-time employees. While it’s true many people go on vacation, there are also plenty of prospects, clients and referral sources around that you can market to during the summer. So, don’t neglect your marketing. Try these strategies instead: (more…)

9 tips for gathering intelligence on your clients to help your business

We all think we know what clients and prospects care about and want from us. The reality is that we often miss important details because we aren’t doing enough homework on them. Learning how to get more information from and about your clients and prospects can help you improve the effectiveness of your marketing, the quality of your services and the strength of your relationships. Before assuming you have all the answers, try these tactics to gather intelligence that will help your business: (more…)

6 ways to leverage LinkedIn to promote your niche

If you have a niche specialty, it’s important to flaunt it. You want people to know what you do and the benefits you offer so when an opportunity arises, you are the one they turn to for help. LinkedIn provides one of the best and most cost-effective tools to promote a niche. It helps you establish your expertise, build relationships with your network and reach new audiences. To make the most of LinkedIn, take these steps: (more…)

Can’t make time for marketing? 10 tips to get you started

Are you struggling to find the right balance between your responsibilities helping clients and running and marketing your business? There is no magic to finding time for marketing. You have to make the commitment and then prioritize and plan ruthlessly to make it happen. But, to help you get started, check out these tips: (more…)