Sales and Marketing Services
Sales and Marketing
Bringing in new clients is essential to the health of every professional services firm. And nothing is more central to the success of that endeavor than an effective sales and marketing strategy. This article will focus on how to develop a strategy for your firm.
Expertise, Trust and the Professional Services Sale
Most professional services clients are buying your expertise. It is the top criterion in most provider searches. Further, some form of expertise is overwhelmingly what tips the scale when the final selection is made.
But the professional relationship is not only about expertise, it’s also about trust.
In all sales and marketing relationships there is a need for at least some level of basic trust. After all, we won’t do business with someone who is likely to take advantage of us or provides a product that doesn’t work.