Whether through lack of resources, poor strategy, or insufficient energy to implement plans, many professional services firms fail to make lead generation work for them. Too often they spend and spend on the wrong tactics (or the rights tactics implemented poorly) and get little in return.
This doesn't have to be the case with you. You can learn how to make lead generation work for your firm to find your future clients.
Join Mike Schultz, president of Wellesley Hills Group and publisher of RainToday.com, in this webinar as he shares how the best firms generate leads and how you can make decisions that will work best for your firm, using hard data from RainToday.com's research reports How Clients Buy: 2009 and What's Working in Lead Generation along with his experiences working with dozens of Wellesley Hills Group clients.
At this webinar, you will learn:
- How to decide between all of the lead generation options such as cold calling, conference speaking, thought leadership, writing and publishing, seminars, direct mail, PR, referral programs, Internet marketing, and the rest
- Guidelines for developing a budget that will work for lead generation
- How to avoid common mistakes professional service firms make with lead generation
- How to generate conversations with tough-to-reach decision makers
- What other companies have done that worked through real-life case studies and examples
- How to avoid spending time, energy, and dollars on tactics that are least likely to produce results for you
About the Presenter
Mike Schultz is world-renowned as a consultant and expert in services marketing and rainmaking.
He is president of Wellesley Hills Group, a consulting firm that's practice focuses on strategy for service and technology businesses in the areas of branding, marketing, lead generation, and sales performance. Mike is also the publisher of RainToday.com.
He delivers over 40 speeches a year at major conferences for such organizations as MarketingSherpa, Business Marketing Association, and Legal Marketing Association.
Over 60 publications have featured Mike’s work, including his research with RainToday. Mike has a forthcoming book with John Wiley & Sons on professional services marketing due out in 2009.
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Presenter: Mike Schultz
This webinar was broadcast on February 24, 2009.
Duration: 90 minutes, including a 30 minute question and answer session.
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Members can click here to download a PDF of the webinar slides and to view the other webinar resources.