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Professional Services Marketing Digest

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What Marketers Need from Partners and Biz Developers to Get Record Top Line Growth

Posted by Alan Vitberg

Feb 15, 2017 9:01:00 AM

12 Simple Actions that Will Make Any Professional Service Firm a Competitive Dynamo

I had a very interesting talk with a Chief Marketing Officer at a medium sized CPA firm last week when the topic of the responsibilities and accountability partners and business developers have to the marketing department came up.

“It seems,” he said, “That we’re always being used reactively, rather than proactively. That makes us order takers and button pushers rather than having a seat at the Executive Committee level to discuss goals and strategy”

“Between the two of us, I’m not even sure the partners know how much more we can contribute than writing proposals or updating bios or creating sales sheets.”

Hmmm… seems like I’ve heard this 2 or 3 (hundred) times before.

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Topics: lead generation, inbound marketing, professional services marketing

Content that Helps Professional Service Firm Partners Close Sales

Posted by Alan Vitberg

Feb 8, 2017 9:00:00 AM

 

Is your marketing department helping you close sales by giving you “bottom of the funnel” content?

There’s a lot of new thinking about the relationship between marketing and sales functions. Quite a few marketing gurus suggest that there needs to be a negotiated agreement about goals, objectives, strategies, tactics and each department’s respective roles in moving a prospect through the sales funnel.

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Topics: content marketing, professional services marketing

How CPA Firm Marketing Teams Can Use Busy Season to Crush Firm New Business Goals

Posted by Alan Vitberg

Jan 25, 2017 9:04:00 AM

You Might Be Surprised What You Can Accomplish Without Involving Partners or Staff

When I first got into accounting firm marketing, I was warned by more than a couple of partners about “not bothering them during busy season."

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Topics: CPA Firm Marketing

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

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


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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