You read a blog post about a great marketing idea. You think it sounds perfect for your firm. You make a note or bookmark the page to remind you to go back to it so you can add it to your marketing mix. But you never do, and the idea fades away.
You are not alone if you've done that. Independent professionals are particularly susceptible to it, as they're doing everything for their business and there is only so much time in a day. How can they add something to their already-busy schedule? They can if they have a marketing system and make the new item part of their routine, says Robert Middleton in his article Actually Putting Your Marketing into Action.
Congratulations to Deborah Flate for winning the May 15 Readers' Choice Award! If you missed her article on the important difference between selling and presenting, take a minute to check it out. Great work, Deborah!
This week, we have a nice batch of new content to send you into the Memorial Day weekend. Here's the rundown of what you'll find in the May 22 Rainmaker Report:
Not only do you do client work, but you help with marketing, write articles and blog posts, send a monthly enewsletter, go to networking events, meet with prospects, and more. Then you leave the office to fight traffic so you can volunteer at your child's school, help coach her softball team, have dinner with your family, and later put in a few more hours of work from home.
It's no wonder people often look for the "secret" to doing something (like marketing) or the "one thing" sure to get you more clients. They just want something to be quick and easy. They want something to make their incredibly busy lives easier.
As well all know, however, there is no secret, magic, or one quick solution to business success. It all takes work, time, and persistence.
Another week, another victory for Mike Schultz. Last week, Mike gave a great interview about why relationship-based selling is alive and well despite reports to the contrary. And people must have liked what he had to say because he won the May 8 Readers' Choice Award! Great work, Mike.
We don't have any new content from Mike this week, so someone else is going to have to step up. Let's take a look at the content from the new Rainmaker Report (May 15) to see who it will be.
Do you ever have a great idea to do something—create new content for your clients, try new social media marketing tactics, set up a new lead generation system, to name just a few things—but the world seems to conspire against you and they never get done?
In some cases, the culprit is you. You're too busy to put ideas into action.
As C.J. Hayden says, sometimes life gets in the way, you get busy, and your big plans get put on the back burner and eventually fall off.
Congratulations to M. Sharon Baker for winning the May 1 Readers' Choice Award! Her case study, which analyzed how Mahoney Internet Marketing used LinkedIn and conent marketing to revamp its sales process, provided a great example of how to attract ideal clients, and it clearly resonated with our audience. (Note: RainToday case studies are available only to Premium Members. To read our full case study library, start your free membership trial here.)
The May 8 edition of the Rainmaker Report has another stacked lineup of content from some of the top sales and marketing thought leaders, so let's get to it. As usual, you'll find a quick rundown of the content below. Once you've finished reviewing it, head over to our Facebook page to vote for who you think should win the Readers' Choice Award.
If you're looking to add new clients to your roster, take some time to make sure you have a working referral program in place. Referrals are still one of the top ways in which service providers get clients. Nothing new there. But what you may not know is that most buyers are willing to recommend their providers—if they were only asked. (See Hinge Marketing's research on How Buyers Buy Professional Services.)
In recent weeks I've been reading a lot about relationship-based selling and whether it still works. Some say relationship- and solution-based selling are dead. While others (including RAIN Group in its new research) say those approaches are very much alive but need to be revamped.
Judging by the articles I edit from services professionals about their selling and marketing strategies, relationships remain a key aspect of their sales success. It is the strength of the relationship between them and the buyer that determines the sale and whether the buyer becomes a longtime client.
It all starts with how you approach prospects, many say. Stay away from generic full-on sales emails and phone calls. Those get you nowhere. Instead, determine your ideal client, research prospects, and demonstrate your expertise. That may involve email marketing, content marketing, calling prospects, or social media marketing.
Well, it looks like our fearless leader here at RAIN Group deserves a pat on the back: Mike Schultz is the winner of our April 24 Readers' Choice Award. His winning article introduced the world to our new research on what sales winners do differently from their competition. If you missed it, be sure to take a look (and download the full report here).
While we don't have any new groundbreaking research to share with you this week, we do have another stellar lineup of content for you, so let's cut to the chase. Here's a rundown of the new content you'll find in this week's Rainmaker Report (May 1):
Can you feel that? Changes are underfoot in the world of sales and marketing. They didn't come with a bang, but gradually as sellers, marketers, service professionals, and the companies they work for have altered how they market and sell services.
Some of the sales changes were uncovered in recent RAIN Group research about buyer behavior. It found sales winners do things radically differently than second-place finishers when it comes to winning over buyers and gaining the sale.
Some of the things sales winners do differently, according to the buyers surveyed:
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