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June 2010
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Services Marketing Newsletter
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On Monday we reopened registration for our online learning program, Selling Consulting Services with RAIN Selling. If you've ever thought, "My services are great. I should be selling way more than I'm currently selling," then this program is for you. Don't take our word for it - here's what other consultants have had to say about Selling Consulting Services: "Selling Consulting Services with RAIN Selling has given me greater confidence and comfort with selling my services. The program structure and tools are logical and practical, and have helped me learn how selling can be a natural extension of who I am and what I have to offer."
- Jeremy Bromberg, Bromberg LLC
"I've done many online training programs over the past 10 years, and this is, by far, the most well thought-out and best presented program I've seen." -Ghennipher Weeks, Applied Connectioneering Don't miss your chance to get into this program. Enrollment closes July 2. And we don't know when we'll be reopening it again. Check out all the details and sign up here: www.sellingconsultingservices.com. Exclusive Webinar: How to Craft a Value Proposition That Sells Like Crazy Join John Doerr, President of Wellesley Hills Group, author of Professional Services Marketing, and instructor in Selling Consulting Services, on June 29 when he’ll share the keys to creating a value proposition that sells. He will show you how you can use your value proposition to fill the pipeline with qualified leads, win more new clients, and command premium fees for your services (and get them). This webinar is exclusively for Selling Consulting Services members. Join the online Selling Consulting Services program before June 29 at 2:00 p.m. ET and you’ll not only be able to attend this webinar, but you’ll be taking the first step towards improving your selling skills. When you sign up by June 29, you’ll be able to attend this webinar where you’ll learn:
Sign up for Selling Consulting Services with RAIN Selling now
4 Sure-Fire Ways to Land More Clients Oily. Smarmy. Phony. Mendacious. Two-faced… Right or wrong, these words are often associated with salespeople. They are also the first words that come to mind for many consultants (along with images of the overly aggressive, overly slick, walking sales cliché) when they learn they need to sell. While being salesy is ill-advised for almost any sales rep, it is particularly bad for consultants. Click here to continue reading this article at the Services Marketing Blog Recent popular articles include:
In this interactive, two-day seminar, you will be introduced to the strategies and skills that are the foundation of successful rainmaking. How to Sell Professional Services: The RAIN Selling Seminar is designed to help you and the people at your firm become the savvy business developers you know you must be to achieve selling and career success.
It will cover topics such as:
"John was knowledgeable and articulate in his presentation over the two day class. It included class participation; working with others as they used the processes taught by Mr. Doerr, we were able to effectively articulate our new and improved value propositions. The seminar materials combined with the class participation really helped in building my confidence level as related to the selling process."
- Ralph Johnson, Managing Partner, Techsys Software Services
Click here to learn more about The RAIN Selling Seminar
Do You Make These 10 Lead Generation Mistakes? Leads, leads, leads. Once the referrals and the circle of family and friends aren’t enough to keep your firm growing, it’s all about the leads. Yet, when it comes to generating leads, consulting firms get it all wrong in 10 very common ways. Top 10 Lead Generation Mistakes Avoid these common lead generation mistakes and you’ll start to see your pipeline fill. Lead Generation Mistake #1: Spending on marketing activities that don’t produce ROI or are “vanity exercises” (e.g. excessive graphic design and image advertising). Open up your local business journal, and without a doubt you will see an advertisement for a consulting firm trying to “generate awareness.” This organization is “generating awareness” among the 25,000 readers who may (or may not) be targets for its services. Click here to continue reading this article at the RainMaker Blog Recent popular articles include:
Wellesley Hills Group Service Highlight When service firm leaders turn their attention to increasing the business development energy, action, and results at the firm, they often head down well worn paths. They say,
All reasonable thoughts, but you need to know which interventions and changes, when implemented, will make an actual impact. "Wellesley Hills Group provided the guidance to focus our sales efforts and work towards a model that could be both successful and scalable. This model was a combination of sales channels and the appropriate mix of marketing to deliver the right cost per sale. Sales have continued to grow at a double digit pace based on their guidance." - Dave Liniado, President, Everon Technology Services We work with firms to develop cultures of business development success and achieve real impact on revenue. We help to understand what needs to happen, and then set up the systems, processes, and incentives to support business development. We help answer key questions such as:
Read more on how we increase business development success for clients
Free Webinar Recording for One Week Only In this webinar recording, Mike Schultz, President of Wellesley Hills Group, helps you understand what skills, knowledge, and personal attributes make for great rainmakers, and how to figure out how you and your teams stack up.
You'll learn:
Remember, you only have one week to watch for free! If you want to watch webinars like this all year anytime you want, sign up for RainToday Annual Membership, and gain instant access to an expansive archive of how-to guides, ebooks, webinars, and more to help you grow your professional services firm. Sign Up for RainToday Annual Membership Now
Are Your Sales Lagging? Poor Leadership May Be the Cause—An Interview with Danita Bye
Even when you have a sales organization that has the right processes and does things perfectly, you can still get low returns. That's because core leadership principles within a company can have a negative effect. If an organization's leadership is ineffective, so will their sales efforts, says Danita Bye, author of Leadership Shift: Paradoxical Wisdom for Transformational Leaders in These Times of Change. The key is recognizing when leadership efforts need to be adjusted.
Recent RainToday podcasts include:
Subscribe to the series, Marketing & Selling Professional Services, via iTunes
©2010 Wellesley Hills Group. All rights reserved.
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John Doerr, program facilitator, is President of Wellesley Hills Group and co-author of the book 
