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Professional Services Marketing Digest

We have a lot to say... you might even want to subscribe so you don't miss anything! 

33 Ways to Get Your Blog Beloved, Starting with Your Very Next Post

Posted by Alan Vitberg

Jan 11, 2017 9:00:00 AM

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Topics: inbound marketing, blogging, professional services marketing

How to Help Partners and Business Developers Close More Sales, Faster

Posted by Alan Vitberg

Dec 21, 2016 9:00:00 AM

Tactics and Tools for Getting New Engagements

I’m not going to write about CPA firm marketing or, for that matter, any professional services marketing issue today.

Instead, I want to discuss good ol’ fashioned sales and what it takes to get from an inquiry or referral to a signed contact. This post isn’t about the hottest marketing trends or statistics from the most recent survey of marketing practices … it’s about what partners need to have in their toolkits to close more sales at a faster pace.

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Topics: Sales, professional services marketing

Goals vs. Barriers in Professional Service Firm Marketing and Sales Efforts

Posted by Alan Vitberg

Dec 14, 2016 9:00:00 AM

Survey Reveals Some Interesting Data

Recently, the research team at Ascend2 published the “2017 Digital Marketing Plans Survey.” If you are involved in your firm’s marketing and sales efforts, it’s a worthwhile read.

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Topics: inbound marketing, marketing strategy, professional services marketing

Use Emojis to Let Your Partners Know Your Firm's New Business Situation

Posted by Alan Vitberg

Nov 23, 2016 9:00:00 AM

Do You Know Where (and Why) Your CPA, Consulting, or Law Firm Should Invest its Marketing and Sales Budget?

I think I’ve come up with a new way to help marketing and sales teams communicate the status of the firm’s new business efforts to owners and partners: using “marketing emojis.”

Now, in what amounts to a blink of the eye, you’ll be able to initiate the types of conversations with partners you’ve only dreamed about in the past, along with an easy-to-understand way of identifying the marketing and sales initiatives (and funding) you need to get the ROI they demand.

It starts with this strategic map that categorizes 4 different possible situations describing what leads and sales look like in your company right now. Here’s your User’s Guide to this map:

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Topics: inbound marketing, sales and marketing alignment, professional services marketing

Here’s How Your Predictions for a Banner 2017 New Business Year Will Come True

Posted by Alan Vitberg

Nov 9, 2016 9:00:00 AM

Try These 8 Steps for Making Your 2017 Top Line the Best Ever!

I hope you’ll bookmark this blog post and revisit it a year from now, because I predict that 2017 is going to be a banner year for your firm’s new business. In fact, a year from now, let’s look back at how your marketing and sales activities performed, and pinpoint why (or why not) you’re going to do a year end happy dance.

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Topics: sales and marketing alignment, professional services marketing, sales enablement, inbound sales

Marketing Strategies and Tactics for Landing Bigger and Better Nonprofits, Foundations and Endowment Funds

Posted by Alan Vitberg

Oct 26, 2016 9:00:00 AM

Your Competitors’ Client Roster – AND YOURS – is Vulnerable

Accountants, lawyers, consultants, and asset managers know how difficult it is to retain or acquire new, desirable nonprofit clients … especially ones that won’t leave the flock because of a competitor’s lowball pricing. It’s a good day when a firm lands a new engagement or contract for a big (signature) nonprofit, foundation or endowment fund, or successfully fends off aggressive competitors seeking to mine your client roster.

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Topics: content marketing, niche marketing, professional services marketing

Marketing Infrastructure Checklist: 18 Fundamentals to Get the Needle Moving

Posted by Alan Vitberg

Sep 28, 2016 11:02:28 AM

Building a Bridge Between Your Company and Its Clients and Prospects

The other day I was reading a story about the construction of the soon-to-be-completed Tappan Zee bridge.

For those of you who don’t live in New York State or in in the greater New York City metro area, this is a $4 billion (that’s right … with a “B”) construction project scheduled to be completed in 2018 to replace an existing bridge over the Hudson River connecting Rockland and Westchester Counties, and serving as a main artery bringing traffic into New York City.

Think about this: 14 million miles of main span cables, 50 miles of foundations pilings, 300 thousand cubic yards of concrete, and 220 million pounds of steel, 8 towers each over 400 ft. high, 3,000+ workers; over 1,500 subcontractors....

Wow. That’s a lot of infrastructure.

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Topics: inbound marketing, professional services marketing

66 Ways to Allocate Your Marketing Budget – The Most Comprehensive List Ever!

Posted by Alan Vitberg

Sep 14, 2016 9:00:00 AM

A Checklist for What, How and Where Professional Service Firms Allocate Budget to Marketing Strategies and Tactics

The 4th quarter is when a lot of accounting, consulting, law and recruiting firms create marketing plans and approve next year’s marketing budget. So, I thought it might be interesting to identify all of the different items that your firm may need to include in the budget.

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Topics: inbound marketing, professional services marketing

What Does a Workhorse Website Look Like?

Posted by Alan Vitberg

Aug 31, 2016 9:00:00 AM

5 Action Items that Will Turn Your Website into a New Business Workhorse

If I were to place a bet on what your company’s managing partner, management committee, and shareholders want from the investment they made in the website, I would put my money down on “show me the ROI in terms of direct new business."

I’m pretty sure that “make our website brighter and shinier” would be a distant second in terms of desired outcomes. But before I get trolled by legions of angry graphic artists and web designers, allow me to make clear that I consider website look/feel/beauty issues to be extremely important.

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Topics: websites, inbound marketing, professional services marketing

WANTING to Grow or WAITING to Grow?

Posted by Guest Blogger

Aug 24, 2016 9:00:00 AM

 

Today we have a guest post by Hitendra R. Patil, COO of Pransform, Inc. (Pransform.com) and the author of Accountaneur: The Entrepreneurial Accountant. 


"What should I do to get new clients?"

This is the most common question that I get asked when I speak with accounting and tax professionals.

I ask them, “How are you currently getting new clients?" The answer is mostly “word of mouth” or “referrals."

Pay close attention. “Word of mouth” and “referrals” have been and still are two of the topmost sources of new clients.

BUT, this response actually means that you're not using a real marketing and sales process to beat the competition. 

Referrals bring, more often than not, a perfectly “qualified prospect” in your door. The prospect’s need for your services has already been identified. Not by you, though.

IF you are lucky, your network of contacts qualifies your leads. They turn leads into prospects and bring them into your door. Referrals keep coming in IF you carefully nurture your network. BUT there is no predictability – no consistent pipeline of new prospects.

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Topics: new business development, professional services marketing


LeadG2’s Professional Services Team specializes in online marketing for CPA, consulting, recruiting, staffing, and other professional services firms. Contact us here or call Dean Moothart at (407) 913-7091 to talk about how you can get more visibility, leads, and new business for your firm or niche practice.

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Partner Guide to Inbound Marketing


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