Do you constantly find yourself in a frustrating ‘feast and famine’ cycle—busy one month then hunting for revenue the next? Well, you’re not alone. Month in, month out many firms just like yours go through the same tiresome process.
But, as new technologies emerge, so too do new growth opportunities. The way in which you generate new leads no longer has to be so inconsistent and unreliable.
In this blog we highlight 3 marketing strategies that will help you to meet your growth objectives, not just this time but every time.
1. Build credibility
Building credibility is an essential aspect of marketing. Prospects are looking for EXPERTISE to help them solve a business problem, which means you need to convince them that your firm is an expert in its field.
High visibility of your brand increases credibility and customers will be more willing to retain your product/services. (Source: Huffpost)
There are many ways that you can demonstrate your experience and knowledge; publishing case studies, featuring testimonials on your marketing materials/website, writing articles/blogs, presenting papers and speaking at events will all help to boost your firm’s credibility.
A term you may have heard a lot in recent years is ‘thought leader’. All of the aforementioned activities will contribute towards positioning you as a thought leader in your industry, which is one of the highest forms of credibility you can achieve. Read our blog on thought leadership if you’d like to learn more about the value of these efforts.
2. Become a brand
Inundated by choice, your prospects now expect every digital exchange to have a brand behind it that they can investigate.
Branding is so much more than ‘what your firm looks like’. In fact, there are SO many reasons to prioritise your brand that I’m almost compelled to write ‘just do it, trust me’.
Branding is essential. Building brands builds incredible value for companies and corporations (Source: Forbes).
I’m aware, however, that you’re probably not keeping tabs on my digital achievements, so I won’t expect you to just believe me. To scratch the surface, branding keeps you front of mind with your clients/prospects, it builds/secures trust in your firm and its abilities, and it demonstrates your brand’s values.
If you need more convincing, we’ve written an insightful guide to branding, Bigfoot And B2B Branding: Dispelling The 3 Myths That Are Killing Your Profits.
3. Implement a self-managing client attraction process
Self-selection: The act of educating oneself through online research with the aim of learning about a potential provider/service in order to eliminate those that don’t fit your criteria.
Following on from my previous point, in this digital day and age almost all of your prospects will use self-selection to filter out any service provider that doesn’t fit their own, predefined criteria. This makes your online presence one of your most important assets.
An asset that, when utilized correctly, becomes a self-managing client attraction tool.
What do I mean by this?
Well, by putting a process in place you’re not only giving your prospects a brand to investigate, you’re also actively engaging with anyone who indicates an interest. Which means you’re using every opportunity to persuade them to choose you.
For example, here at JTN our 3-step client attraction process involves the following:
- Promoting quality content that will ATTRACT a specific target audience.
- An automated follow-up process, which RESPONDS with instant and ongoing personalized content, whenever a prospect indicates interest in our business.
- A pre-qualification process to help us CONVERT the leads that meet our criteria and have been pre-sold on our services.
This is a proven process that delivers results. We use it, not only for our own business, but for our clients’ businesses as well.
If you’d like to know a little more about our Self-Managing Client Attraction Process, download it here.
The team and I at JTN specialize in creating and implementing marketing strategies that focus on business growth.
We’re firm believers in utilizing the most up-to-date technologies so that you no longer have to GUESS where your next client is coming from. Instead you KNOW that (behind the scenes) your digital activity is engaging with anyone who shows an interest in your firm.
Which means… you can fall asleep at night safe in the knowledge that your next client is already pre-warming his or herself to you and your business offering.
If you’d like to chat about how we can deliver these results for your firm, get in touch.