Developing Your Market Positioning Strategy
Marketing is the lifeblood of sales in any business. It is founded on your positioning statement. Do you know how to create strong brand positioning in your market?
How to Specialize Your Agency
Developing a niche will allow your business to benefit from the advantages of specialization. Here’s how to do it.
A step-by-step guide to finding your niche
If you’ve been reading along for any length of time, you’ve heard me talk about the value of specialization. When you specialize, it gives you more opportunity to learn and get better results for clients. Prospects love to hire specialists – so it makes it easier to get deals to close. When you know who…
Articles | positioning | pricing | Process
The Market Segmentation Process for Agencies: Strategies for Success
A market segmentation process is fundamental to develop your sales potential as an agency and service business. The benefits are not only financial.
Service Market Fit: Product Market Fit for Creative Service Firms
Product market fit for professional service firms. It’s the pivot point for your sales. What is it? How do you put it into action?
How Owners renewed the love and passion for their business.
We’ve been talking all week about what we can do to get the love back, and today, I wanted to tell you a couple of stories about clients who have done just that! One needed a new focus, another a new role, and a third a new system. As you read these, notice which story…
What can focus produce?
I’ve been trying to make an argument this week that it’s easier to grow your firm by narrowing your focus than by taking on a broad range of work from the clients that come your way. I wanted to end the week by talking about an example, a client who actually did this! Meet Robin…
What’s wrong with fast food?
I got quite a response from my last email about being more choosy in your business development approach. Folks felt like choosing clients, and especially projects from existing clients came across as “snobby.” “There’s nothing wrong with being efficient in your sales process,” replied one agency principal, “some of us don’t want to become full-time…
Articles | marketing | positioning | Purpose | sales | strategic planning
How to reduce your client’s risk, when everything is risky
In 2020, we are living in a time when ambient risks have skyrocketed. The economic risks, social risks, and public health risks are massively higher than they were last year. This includes the risk of hiring a professional services firm. People hire these experts to reduce their risk of negative outcomes. For example: I could…
Articles | leadership | People | positioning | pricing
5 Keys to Growing Beyond $1M in Sales
“What got you here won’t get you there!” ~ Marshall Goldsmith Congratulations, you’ve grown your business and achieved a major milestone, one million in revenue. Well done! It’s a huge achievement. Less than 4% of business in America reach this goal. Now that you’ve celebrated, let’s talk about your next steps. Do you want to…