Often service professionals kill any trust that might be developed with prospects with their sales and marketing tactics--and not even know that they're doing it.

Direct download: Maslansky_Language_of_Trust.mp3
Category:podcasts -- posted at: 10:30am EDT

Why You Must Invest in Existing Clients

Often firms spend a lot time and money wooing perfect strangers to become clients only to stop paying attention to them after the project is complete. But it is through existing clients that firms can generate more business, says Joseph Jaffe, author of Flip the Funnel: How to Use Existing Customers to Gain New Ones. Instead of following the traditional marketing funnel, flip it so that you build on existing client relationships and use those to draw new clients to you.

Direct download: Jaffe_Client_Relationships.mp3
Category:podcasts -- posted at: 10:30am EDT

The Best Way to Generate Referrals and Get More Leads

If referrals are the best way to generate leads and grow business, then why don't more firms do this well? It all starts with being referable and trustworthy, says John Jantsch, author of the new book The Referral Engine. When you establish trust and provide a great client experience, you set the stage for building a powerful referral system that generates leads and often eliminates the sales cycle.

Direct download: Jantsch_Generate_Referrals.mp3
Category:podcasts -- posted at: 10:30am EDT

Preferred Lead Generation Tactics for Professional Services

With all of the marketing tactics available for professional services, five have risen to the top in terms of preference, including email marketing and thought leadership, according to recent studies by The Shattuck Group. Listen as Randy Shattuck, senior marketing executive and founder of The Shattuck Group, reveals some of the findings of those reports and give a preview of his upcoming webinar.

Direct download: Shattuck_Lead_Generation_Tactics2.mp3
Category:podcasts -- posted at: 10:30am EDT





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