Lead Generation

Lead Generation

Trust and Lead Generation for Consultants

The main reason that consultants rely so heavily on referrals for business development is because there is a requirement for trust. The client needs to trust the consultant because the project will often be expensive and high-risk. Referrals do a great job of passing trust because it's a personal recommendation. Reputation is on the line. But there are different types…

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January 5, 2021
Lead Generation / Marketing

When Referrals Don’t Work

  "I would be terrified if my sales depended on referrals" - Philip Morgan In the consulting and professional services space, the vast, vast majority of business is generated through referrals - that is word of mouth recommendations. In my research project, referrals and networking were the number one source of leads for independent consultants, as well as consulting firms…

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December 18, 2020
Lead Generation Strategies for Consultants
Lead Generation / Marketing / Research

Lead Generation Strategies for Consultants

One thing I wanted to achieve with my research project was to identify the best way to do lead generation for consultants. I looked at the different lead generation strategies and channels that could be used to acquire new business. Selling in the professional services space is very different from the consumer market - much of that difference is due…

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May 15, 2020
Do you have a clear call to action?
7dc / Design / Lead Generation / Marketing

Do you have a clear call to action?

During a time of market uncertainty, projects are being paused or cancelled everywhere - but there are many opportunities still available. Some industries are even growing right now! Whether you're in a growing or declining industry, it's crucial that your messaging is very clear so that you have the best chance of winning prospective clients. Your call to action is…

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March 31, 2020
Where Does Your Ideal Target Audience Hang Out?
7dc / Business / Lead Generation / Marketing

Where Does Your Ideal Target Audience Hang Out?

Now that you've got some educational or thought-leadership type content planned, the next step is to get it in front of your target audience. Have a Profile Everywhere I recommend that you have a business profile on all of the major networks that looks professional and contains your positioning statement and call to action. Cover all the major networks: LinkedIn…

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February 26, 2020
Trust is the currency of professional services
Lead Generation / Marketing / Research

Trust is the currency of professional services

Marketing in the world of consulting may not be easy, but it is quite simple. It's all about understanding trust. Trust is more valuable than cash. Trust is the currency of professional services The purchase of consulting services is very different from other types of purchases, which is why so much of the marketing advice you see is simply not…

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January 1, 2020
Lead Generation Tactics for Your Website
Lead Generation

Lead Generation Tactics for Your Website

I'm going to outline four simple lead generation tactics that you can use to generate leads for your business from your website. These tactics are sometimes called "funnels" or "sales funnels". Here are the four tactics we'll cover in this article: Contact Form Call Booking Call Application Email Opt-in But first I have a golden rule in web design: One…

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June 12, 2019