By Ken Carson
Most services professionals hate selling. The thought of picking up the phone and calling someone they don't know to pitch their solution is terrifying. Even professional salespeople hate “cold calling.” It would be far more desirable to have interested prospective clients calling them.
However, if you don't have a full time sales staff or your marketing budget is limited, how do you get prospective clients to contact you?
Successful services firms take an education-based marketing approach. They target their particular market by becoming a leading source of information about solving business problems in their market. They understand that their clients buy business solutions, not technology.
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