Case Study Series: What's Working in Marketing & Selling Professional Services

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After years of direct mail marketing focused on generating public seminar attendance, consulting firm Wellesley Hills Group stopped dropping mailers and saw an expected drop off in attendance. Consultants Patrick Cahill and Karina Duran decided to take up the firm's leaders on their challenge to boost attendance without direct mail or any budget to speak of. "It was a fun side project that turned into a lot more than we expected," according to Cahill.

The firm—a management consulting, marketing, and lead generation firm focused on helping professional services firms grow—conducted their How to Sell Professional Services: The RAIN Selling^SM Seminar publicly three times per year to help professional service practitioners become rainmakers.

"We wanted to develop a cost effective way to promote this in-depth, two-day seminar priced at $1,295,” said Cahill. "We knew we wanted to generate more attendance than eblasts alone would generate, and it was not in the cards to employ traditional event attendance boosters like direct mail."

Read the complete case study to learn how the firm generated results including:

• Ebook downloads: 4,000+
  
  
• Seminar registrations: 145% increase
  
  
• New engagements: two consulting contracts, six-figure revenue

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