How Clients Buy

Profitable Ideas Exchange

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MARKETING

If you are a consultant or professional services provider, you are the "product." Your success depends on developing new business. You're expert in doing the work, but you probably don't have much training in how to develop business from new and existing clients. The conversations in this series provide real, practical advice to help you bring in more business.

08/08/2018

Using the Seven Elements as a Diagnostic Tool

How Clients Buy

5 min
07/12/2018

Learning from Rainmakers

How Clients Buy

5 min
06/12/2018

First is Best

How Clients Buy

5 min
05/24/2018

Trust is Everything

How Clients Buy

6 min
05/12/2018

Sales or Marketing?

Which is more important to professional service providers: marketing or selling skills? The answer is both, contrary to common assumptions about the value of division of labor. Solutions providers conduct research and product development (marketing functions) in the same instant they present and pitch (selling functions). The need for versatility makes professional services challenging and rewarding. Above all—according to Don Scales, the CEO of Investis—we must think.

3 min
04/30/2018

Forget About Being Likable

How Clients Buy

4 min
04/08/2018

The Good Stuff

When it comes to content marketing, if you hold back your “good stuff,” your efforts will be less effective. Your good stuff is, by definition, the most interesting stuff. If you hold back and offer up only your not-so-good-stuff, your offering will be less compelling.

4 min
04/02/2018

The Decline of Business Golf

Playing golf at the country club used to be an effective way to cultivate business relationships. That's no longer true. Globalization and specialization have made selling professional services more difficult. That's because trust may be more important than ever, and building trust across distance is hard.

5 min

See All (28)

If you are a consultant or professional services provider, you are the "product." Your success depends on developing new business. You're expert in doing the work, but you probably don't have much training in how to develop business from new and existing clients. The conversations in this series provide real, practical advice to help you bring in more business.

Creator

Profitable Ideas Exchange
Years Active

2017 - 2018
Episodes

28
Rating

Clean
Show Website

How Clients Buy

How Clients Buy

Episodes

Using the Seven Elements as a Diagnostic Tool

Learning from Rainmakers

First is Best

Trust is Everything

Sales or Marketing?

Forget About Being Likable

The Good Stuff

The Decline of Business Golf

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