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Groups on LinkedIn

Become an expert in the eye of the client  

Getting recognition for your “expertise” in selling professional services is paramount if you’re to make good profits.  

The stages in the process include –

  1. Setting out your credentials
  2. Outbound publicity – demonstrate you know your ‘stuff’
  3. Getting to one on one conversations around the client’s desired future state
  4. Discussing your services, their needs and fees

I was working with a financial services client and recommended he use the Monte-Carlo method to establish the prospective client’s need for advice. (Go to the sub heading on Finance and Business).   I think it’s very suitable way to frame a discussion when talking about personal finances

Monte Carlo simulation is commonly used to evaluate the risk and uncertainty that would affect the outcome of different decision options.  

First be recognised as an expert

You can’t get these conversations going without first establishing yourself as an expert.  Nobody wants their finances managed by an amateur.  Nor their marketing services.  Just working for a big name firm is no guarantee of expertise – it’s a step in the right  direction.  

Groups on LinkedIn

Groups on LinkedIn

Getting in front of future clients is possible via step 1.  As you establish yourself as an expert you will get noticed (particularly if you use key words relevant to your expertise and audience.  Maintaining your position as an expert in the eyes of your audience can be continued through outbound articles and publicity.

These are best delivered using sites aligned to your industry niche and audience.  For my area there’s a great Reddit thread, a couple of Facebook Groups and a Linked In Group which is very active.  You need to find the ones suited to your needs.  Don’t forget to check out in-person events on places like Meetup.com too – not all communication has to be written!

Finding the right things to say in your publicity and how to start a conversation with your reader are the things you will need to practice.  Conversations in a public forum can lead, later, to a private discussion which is preliminary to taking on a new client.

 

Book a personalised coaching session with the Creative Agency Secrets team – pick the person who best suits your need.

marketing tactic blows away the competition

Devastating marketing tactic blows away the competition

Every marketer dreams of being able to help their clients achieve an unassailable advantage over their competition. Kinda like Asterix and Obelix the ‘indomitable Gauls’ against the Roman Empire.
Indomitable Gauls make Romans wary

Indomitable Gauls make Romans wary

A Killer App for Professional Services Marketing

I dream of finding a marketing tool or service which will knock my opposition’s pitch out of the ballpark.  Today I think I have seen one.
The commercially savvy partners at Simmonds Stewart IP lawyers have provided FREE a giant set of legal templates for download.
I’m very impressed with them giving away templated legal documentation as part of their brand building.  They caveat appropriately about the use of these, but for startups, it certainly gives gigantic brand building opportunity and of course allows the prospective client to quickly bookmark their favourite lawyers’ website for future reference.
Is there an equivalent which could make your professional services business stand out in the same way? This could be a devastating marketing death-blow (Vulcan death grip?) for competitors.
Just thoughts….