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February 2010
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Services Marketing Newsletter
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Case Study Ariel Group's Challenge The Ariel experience is powerful and transforming. They enjoy glowing testimonials and raving fans. Prospects, however, often perceive Ariel as a risky purchase because their approach is an unorthodox one based in the performing arts. Ariel has had difficulty communicating their value, resonating with the market, and adequately articulating the business outcomes of their experiential approach. Click here to read the full case study
Wellesley Hills Group Service Highlight Wellesley Hills Group's Revenue Growth Benchmark Assessment and Plan service helps firms identify and understand their key opportunities for revenue growth, and produces a plan of action to capture that growth. The process focuses on 75 factors, organized around the Wellesley Hills Group's Five Drivers of Revenue Growth. The Revenue Growth Benchmark Assessment and Plan is for firm leaders interested in:
Click here for the complete detailed overview Giving Away Services to Build Client Loyalty? by Mike Schultz 
A reporter for a major business publication asked me whether businesses that lower prices and give away free services for buyers that are struggling to “give them a break” is a good strategy for keeping them loyal when the economy turns and their financial fortunes improve. Here’s what I told him… Read this article at the Services Marketing Blog Recent popular articles include:
How to Sell Professional Services: The RAIN Selling Seminar Registration is now open for the May 3-4 program in Boston 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 Inc.
Click here to learn more about The RAIN Selling Seminar  Wellesley Hills Group publishes RainToday.com, the premier online source for professional insight, advice, and tools for growing a professional services business. RainToday's recent content includes:
Have you checked out the new
Visit our RainMaker Blog and please share, comment, and retweet!
Do You Have What It Takes to Compete?—An Interview with Sean Campbell and Scott Swigart The competition for clients is fierce—even more so these days as a growing number of firms vie for fewer budget dollars. You need to differentiate yourself and give prospects a reason to choose you. How can you do that? With competitive analysis, say Sean Campbell and Scott Swigart, principals at Cascade Insights.
Recent RainToday podcasts include:
Click here to subscribe to the series Marketing & Selling Professional Services via iTunes
Take the Selling Services Challenge for a Chance to Win a Kindle!
It’s the rare professional these days who is not required to do business Share your real-world B2B sales challenges or successes, and you’ll be entered in our contest with a chance to win a Kindle—including a Kindle version of Professional Services Marketing (Wiley 2009).
©2010 Wellesley Hills Group. All rights reserved. |
John Doerr, program facilitator, is President of Wellesley Hills Group and co-author of the book 
