In this blog I write for people who sell professional services – people who sell knowledge or expertise. I frequently talk about how this can be somewhat intangible to the client and how we need to find ways to make the product more real. Ways this can be done include building trust with the clients and…
Category Archives: Marketing
Information, Knowledge and Expertise
I was reminded today about how much the internet has changed our lives. Information You want to find information, it’s all there. More information is available for free today than ever before in history. Whatever you’re interested in, you can Google any questions you have and you’ll be able to access a whole range of…
How many touches?
I heard a couple of speakers recently who run successful financial planning businesses in Australia. They spoke about a range of topics, but both mentioned how they have a schedule in place to ensure they can ‘touch’ their clients in a number of different ways throughout the year. They both differed on the details, but…
How do they know?
This blog is aimed at people in the professional services industry. Typically these people sell information or knowledge and the product can be somewhat intangible to the client. One of the big challenges in selling professional services relates to how you let your clients know about the range of products and services you provide. I’ll…
Things I’ve Read This Week
Seth has written a couple of thought provoking articles over the past week that I’ll share here. The first one starts off with this text: Ever notice that most car specs focus on acceleration, not braking? It’s more fun to focus on getting fast than it is on getting slow. How would you manage or…
