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…
Tag Archive: Marketing
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…
Robert Middleton on Playing the Game
As a blogger on marketing for services businesses, I feel that one of my duties is to introduce my readers to other people who can help them. A bit like when someone tells you about a new band or movie, I think that there’s some value in introducing my readers to fresh ideas from others….
The Invisible Touch – Key #4 : Relationships
I’ve been writing about some of the keys Harry Beckwith has in his book called The Invisible Touch. The final key, and the one he considers to be the most important, is that of Relationships. Beckwith makes the point that the other three keys – price, packaging and brand are important, but when you sell…
Expanding Your Business The Ansoff Way
At work today I was looking at ways we could grow our product range and I found myself using a tool called the Ansoff matrix. When I was doing my MBA a few years ago I came across this concept in one of the marketing subjects and found it useful and have used it ever…
