When you are selling professional services, there is no point in pushing too hard. Don’t think in terms of ‘sales leads’. Instead, think in terms of ‘conversations’.
I enjoy have relaxed conversations with professionals, business owners and subject experts. It is interesting to ask open questions about their business and to get them talking.
Every day, conversations come to me in the form of marketing questions. They arrive in my email in-box, via The Marketing Compass or by telephone.
I share my knowledge as much as I can via blogs (i.e. this one), e-books and marketing talks. Readers and members of the audience ask me questions. If I can answer them on the spot, I will do so.
Sometimes, I realise that I am talking to a potential new client or NavigatorPlus member of the The Marketing Compass.
If the challenge requires additional time, I have a variety of productised services that cater for different budgets and requirements. This is because I work with startups, self employed professionals, small businesses, established enterprises and corporates – so one size does not fit all. (If you don’t already have productised services – ask me how to do this).
If you love to learn and you enjoyed talking to people, then this is the life for you. Asking questions, having interesting conversations and answering questions is the way forward. It certainly beats knocking on doors and cold calling.
If you have any questions – just ask!