Content Marketing: A New Tool in Your Old Toolbox
March 19, 2014 | The Whetstone Group

If you’ve read anything about marketing strategy in the past year or so, you’ve probably noticed the term content marketing making its way into a lot of headlines. Also known as in-bound marketing, content marketing is creating or re-publishing relevant and valuable content online in order to attract and retain clients. Content can be anything from a whitepaper to a video clip to an article or info graphic.

What makes content marketing attractive to most firms is the idea that it can be used to lure the attention of clients and prospects, educate them about how you help solve their issues, capture some information about them and, when they are ready to discuss a solution with you, encourages them to contact your firm. Thus, the term in-bound marketing — meaning prospects that are ready to do business contact you directly. If you’re like many professionals and have an aversion to sales, the idea of prospects calling and asking you to do their work holds a lot of appeal. It sounds like the silver bullet. The holy grail. The coup de grace.

And, because there is so much buzz around the term content marketing, it’s tempting to think that it’s a new invention.

Content marketing is garnering a lot of attention — for good reason. It can be a very effective marketing tool. It certainly needs to be a part of a firm’s marketing mix. But it is only one of many tools that leading firms will implement as the battle for market-share wages on. Firms that place all their emphasis on publishing content may be missing the point. Content marketing isn’t new. There are new platforms — online outlets, more sophisticated email marketing systems, and automation tools to make getting content out to your target market and collecting lead information easier and timelier.

But all marketing — regardless of the distribution channel — is content marketing. The most successful firms have been content marketing all along.

Presenting a seminar or webinar to an interested audience relies on valuable and relevant content to position you as an expert. Mailing a newsletter via (gasp!) snail mail relies on content. Asking questions during a sales call and discussing solutions and benefits in a way that is meaningful to the person you’re addressing is essentially delivering content. EVERYTHING in marketing should have a value-add basis. If it doesn’t, you’re wasting your time and resources.

Also, prospects have different preferences when it comes to communication. As old-fashioned as it may sound, some prospects still prefer to receive communications in a printed format and not all your prospects are utilizing electronic media to the same extent. A mix of channels is your best bet in reaching the most prospects.

While it may sound like content/in-bound marketing will have people knocking down your door to do business; most in-bound leads will still require proactive follow up and working the sales cycle. Improving the quality of your opportunities is also dependent on your ability to market your content to the right audience. The fundamentals of defining a target audience, understanding the issues relevant to that audience, communicating with that audience, tying your solutions to their needs and articulating the benefits of working with you to solve the issue may sound like and old-school approach. Don’t abandon the fundamentals in favor of a — approach. It’s only through applying these proven fundamentals from your marketing tool box that your new tools yield results.

Instead, figure out how to incorporate new tools into your marketing mix. How can you use social media to promote your events? How can you turn a conversation with a client about a challenge they are experiencing into an article you can post on LinkedIn or a blog? Then, make sure you have a plan in place to promote your content to your target market. This integrated approach will yield not only leads, but quality opportunities for your firm.

Seven Tips for Finding the Right Calling Partner
March 6, 2013 | The Whetstone Group

Telephone lead generation — calling those prospects with which you would most like to do business to schedule an introductory meeting — can be just the tactic to rev up your firm’s ROI on marketing activities. But getting partners to make the follow up calls, whether following up to a mailing or following up with e-marketing activities or recruiting to an event for your firm, can be difficult at best. Even if your firm has a full time business development professional, savvy marketers understand that those professionals’ time is often better spent face-to-face meeting with interested prospects than dialing from inside their offices.
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Make 2013 Your Year to Grow
January 23, 2013 | The Whetstone Group

New Year. New Goals. How will you find growth this year? There are lots of new tools out there to help you market your firm and grow your top line, but sometimes the best new tools are the old tools implemented in a different or better way.

Grow Your Client Relationships
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Busy Season Year Round
February 29, 2012 | The Whetstone Group

Sometimes it’s difficult to look past our own busiest times of year and think about business development. For professionals who also sell it can be one of the biggest challenges to maintaining consistent growth. But, the most successful firms are those that take their own busy times out of the equation and adopt a more year-round approach to growth. (Which, incidentally, is also usually more market focused.)

There are four main methods for prospecting. Some you can work into your schedule even when you are busy serving clients. Some you should think about for once your busiest time is through. But a mix of all should be implemented consistently to help even out the peaks and valleys of your growth results. Planning ahead helps make sure you’re getting the right mix and helps you be more effective at implementation.

  1. Who’s Your Friend? You’ve just finished. or are doing a lot of work for a lot of happy clients, right? Now is good time to call and ask for referrals. Thank them for any referrals you receive and touch base again to let them know the outcome. Be sure to follow-up right away with the referred company. You can do this while you’re meeting with and delivering value to your clients.
  2. COI Development: Develop relationships with centers of influence or evaluate current relationships you have with COIs and see if they are willing to provide any sales leads. Get back to this activity shortly after your busy time is over.
  3. Get Involved! If you’re not already, become active in local community or industry groups. Membership in area associations is a great networking tool. This personal marketing effort should eventually transition to sales, don’t just wait for referrals. After you’ve established relationships ask about your prospect’s business—and how you can help. Once you’ve checked in and picked up with your COI relationships look to broaden your efforts with this type of activity. Most community and industry groups publish an annual calendar of activities so you can look ahead and decide the activities that best fit into your schedule.
  4. Dear Prospect: Acquire a list of companies that meet your target criteria and send a direct mail piece. Follow-up with a phone call and set appointments with interested prospects. As long as you are willing to do the follow-up and work the sales cycle, direct marketing can often be a fairly quick and effective method for generating leads.

Use this big-picture approach to planning your prospecting activities and spend less time thinking about what you should do to grow your practice, and more time growing it!

‘Tis the Season
July 28, 2011 | The Whetstone Group

No, it’s not the holiday season, yet. Although that will be upon us before we know it. It’s lead generation season! Itâ’s time to reap the rewards of all the time and money you’ve invested in marketing and positioning activities throughout the year. All those endless mixers, tradeshows, golf outings, ad campaigns, social media efforts, etc. have led to this.

Marketing and sales, while two separate and distinct disciplines are directly related. Marketing without sales leads to large investments of time and money with little return. Sales without marketing leads to low close rates and lots of frustration on the part of the sales force (partners). A balance is ideal and transition from marketing to sales is critical. See the following illustration:

Marketing (blue line) activity is high when your prospects are just starting to get to know you. Activities that help with this are listed at the far left.

Sales (red line) activity starts after a certain period of marketing. Typical “sales” activities are listed at the far right.

Activities in the middle can help you transition from marketing to sales–assuming you take the necessary step to get face-to-face with a prospect so you can start the process.

Late summer/early fall is one of the most productive seasons for proactive telephone lead generation to help transition your firm for three reasons:

#1: Many of your prospects are starting their budgeting process.

#2: If you’ve been marketing throughout the year, your firm is well positioned to transition to sales by scheduling face-to-face meetings.

#3: Seasonal services such as tax, employee benefit plan audit services and financial planning are top of mind for CEOs/CFOs in the fall.

Now is the time to start planning how your firm will accomplish that transition to sales. Whether you choose to make the follow up phone calls internally or to outsource, make sure callers are prepared and understand the objective of the follow up call. (Setting up meetings is radically different from selling solutions on the phone.)

Remember that the follow up call also serves as an extension of your firm’s brand, so make sure it’s conducted in a professional manner by a well prepared caller. Prospects will sense anxiety or lack of preparedness with the acuteness of a shark sensing blood. This can reflect negatively on your firm.

Also, be sure the person who will be following up with the leads understands the objective of the first meeting. Meetings from proactive phone follow up feel different from meetings from a referral. Engage in pre-meeting training to ensure the person going on the appointment is prepared for the difference.

With a little time and effort to follow up while the iron is hot, your firm can reap the rewards of lead generation season.