Comments on: 3 Quick and Simple Steps to Improve Sales in Professional Services Firms http://www.ianbrodie.com/selling/3-simple-things-to-improve-sales-in-professional-services-firms/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Greye Hunter http://www.ianbrodie.com/selling/3-simple-things-to-improve-sales-in-professional-services-firms/comment-page-1/#comment-1500 Greye Hunter Sun, 31 Jan 2010 10:46:20 +0000 http://www.lighthousebc.co.uk/blog/?p=50#comment-1500 with my own company in S.A. I spent minimum on advertising and more time on one on one selling, and developed 12 top clients which afforded me sustainable business. Greye with my own company in S.A. I spent minimum on advertising and more time on one on one selling, and developed 12 top clients which afforded me sustainable business.

Greye

]]> By: Networking: Start Early & Start Right - Sales Voices - What’s Being Talked About Elsewhere http://www.ianbrodie.com/selling/3-simple-things-to-improve-sales-in-professional-services-firms/comment-page-1/#comment-93 Networking: Start Early & Start Right - Sales Voices - What’s Being Talked About Elsewhere Sat, 28 Feb 2009 03:41:25 +0000 http://www.lighthousebc.co.uk/blog/?p=50#comment-93 [...] 3 Quick and Simple Steps to Improve Sales in Professional Services Firms3 quick and simple steps that professional service firms (lawyers, accountants and consultants) can take to hugely improve their sales:... [...] [...] 3 Quick and Simple Steps to Improve Sales in Professional Services Firms3 quick and simple steps that professional service firms (lawyers, accountants and consultants) can take to hugely improve their sales:… [...]

]]> By: Ian Brodie - Business Growth & Sales Strategy http://www.ianbrodie.com/selling/3-simple-things-to-improve-sales-in-professional-services-firms/comment-page-1/#comment-92 Ian Brodie - Business Growth & Sales Strategy Sun, 22 Jun 2008 15:24:21 +0000 http://www.lighthousebc.co.uk/blog/?p=50#comment-92 Lol - I guess you can't please everyone all the time Tim - and the post was deliberately controversial. But seriously, if professional services firms did as you say and built their business development budgets properly based on what would have the biggest impact then most would spend far less on advertising and market recognisiton activities and far more on personal selling. Professionals often dislike selling and find it much easier to focus on "back office" activities rather than facing personal rejection when attepmting to sell. Ian Lol – I guess you can’t please everyone all the time Tim – and the post was deliberately controversial.

But seriously, if professional services firms did as you say and built their business development budgets properly based on what would have the biggest impact then most would spend far less on advertising and market recognisiton activities and far more on personal selling.

Professionals often dislike selling and find it much easier to focus on “back office” activities rather than facing personal rejection when attepmting to sell.

Ian

]]> By: Tim Rohrer http://www.ianbrodie.com/selling/3-simple-things-to-improve-sales-in-professional-services-firms/comment-page-1/#comment-91 Tim Rohrer Sat, 21 Jun 2008 04:02:02 +0000 http://www.lighthousebc.co.uk/blog/?p=50#comment-91 As an advertising sales professional, i can't agree with your advice to cut the ad budget in half. Perhaps, a happy middle ground for us would be to cut the ad budget to zero and then vigorously review the purpose of all the advertising before allowing it back in the budget. Perhaps, the expenditures end up lower and perhaps not but at least the advertiser could feel good about their choices and move on to implement the rest of your fine advice. As an advertising sales professional, i can’t agree with your advice to cut the ad budget in half. Perhaps, a happy middle ground for us would be to cut the ad budget to zero and then vigorously review the purpose of all the advertising before allowing it back in the budget. Perhaps, the expenditures end up lower and perhaps not but at least the advertiser could feel good about their choices and move on to implement the rest of your fine advice.

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