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Marketing Plan: An easy to understand marketing process

If you’re involved in marketing or selling professional services, I think you can agree that it’s often hard to create and implement an effective marketing plan that brings in business.  But creating a marketing plan isn’t always enough, because marketing plans tend to skip some crucial steps in the process that help the prospect go… Continue reading Marketing Plan: An easy to understand marketing process

Why Business Presentations Don’t Work

Henry sells insurance for a well known, solid company that’s been around  for years.  He’s been with the company for about a year, and has recently been focusing on improving his business presentations. He sat in my office and ran through his presentation.  He covered all kinds of things, the myriad of products his company offered, the… Continue reading Why Business Presentations Don’t Work

Website Copy | Deadly Mistakes Lawyer Websites Too Often Make

When selling professional services, generic solutions don’t work. I knew that an attorney client of mine was having a website developed by a nationally known provider of legal information.  I had gently warned her that this company was famous for it’s generic graphics and copy.  But, a partner in my client’s firm had already signed a contract… Continue reading Website Copy | Deadly Mistakes Lawyer Websites Too Often Make

Buzz Marketing | Are Your Services Stuck In The Closet?

An interesting post on the “Damn I wish I’d thought of that” blog about how consumer product companies are trying to stimulate buzz marketing by packaging products more interestingly or attractively, so that people will be more likely to take them out of the closet and leave them out on the table. If they’re out, they’re more… Continue reading Buzz Marketing | Are Your Services Stuck In The Closet?

Strategic Marketing Strategy | Market Like A Psychiatrist

Did you know that psychiatry is actually a form of marketing? When developing a strategic marketing strategy for your professional services firm, it’s important to think like a shrink – or so points out Melissa Karnaze in her recent Copyblogger post: “Psychotherapy, a discipline intended to help people, is actually a form of marketing…American psychiatrist Jerome… Continue reading Strategic Marketing Strategy | Market Like A Psychiatrist

Turning Bad Customer Service Into Great Customer Service

Are your customer service representatives doing your company justice? Yesterday I spoke about an unfortunate customer service experience with a large credit card bank in my post entitled “Customer Service Management, A great way to alienate clients” Today I’m going to examine where each customer service representative went wrong, and how they could have made… Continue reading Turning Bad Customer Service Into Great Customer Service

Customer Service Management | A great way to alienate clients

Are large corporations completely oblivious to good customer service? It certainly seems that way.  Some months ago I wanted to pay off a large credit card bill. Knowing that interest can accrue between statements, I called the credit card company to find out exactly how much I owed.  The customer service representative gave me a figure… Continue reading Customer Service Management | A great way to alienate clients

Staff Motivation | 7 Sure Fire Ways to Turn-Off Employees

Does your staff lack motivation? No one can deny that Phil is a terrific fundraiser.  He knows how to get donors to keep giving and has the energy to keep it up, year after year.  Phil gets results. But each time he comes to the end of a campaign, Phil is frustrated with his employees.  He often… Continue reading Staff Motivation | 7 Sure Fire Ways to Turn-Off Employees

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