Services Insider Newsletter - November 2007
In This Issue
Dear ^firstname^:
In this November issue of Services Insider, you will find:

Article:
"I'm Too Busy to Sell": 6 Time Management Tips

Upcoming Breakfast Seminar:
Increasing Revenue for Consulting and Professional Services

Blog Post:
Marketing Strategy for Next Year

Upcoming Training Seminar:
How to Sell Professional Services: The RAIN Selling Seminar

New Tool:
How to Write and Market a White Paper


In The News
Wellesley Hills Group
A management consulting firm and full service marketing and sales management agency, the Wellesley Hills Group assists consulting, professional, financial, and technology services firms to achieve their growth and profit potential.

World-class and emerging growth service firms rely on the professionals at the Wellesley Hills Group to help them develop, brand, market, sell, and manage their services and companies.

- Contact us
- Forward to a Friend

Can't read this newsletter in
your e-mail? Visit our site
I'm Too 'Busy' to Sell: 6 Time Management Tips
By Erica Stritch

Many people rely on "good reasons" for not selling, but, if you want to seriously grow your business and have a steady revenue stream, selling must become as high a priority as doing.

With so many different people pulling you in so many different directions, it becomes difficult to prioritize and find time for everything and everyone. There simply are not enough hours to do it all.

The result: Business development activities are unplanned, leading to limited touches and prospective clients slipping through the cracks because of poor follow-up.

Read more to learn tips that will help you integrate selling into your everyday, leading you to the growth you are seeking.

Upcoming Breakfast Seminar: Increasing Revenue for Consulting and Professional Services

Discover what it really takes to grow a professional service firm.

At this executive breakfast seminar, we will share with you proven strategies and insights based on our tenure in the professional services world that can significantly increase your growth and profitability. You will learn:

  • The top factors that affect how fast and profitably a services firm grows 
  • How the best firms achieve premium pricing for their services
  • How to generate more leads with top prospects using proven tactics that work for services firms
  • How to sustain long-term marketing and sales enthusiasm, energy, and implementation 
  • The special dynamics of building and communicating a value-based service brand
  • The top 5 most common business development and marketing strategy mistakes that service firms make

WHEN: Wednesday, December 5, 2007 from 8:00 AM to 9:30 AM
WHERE: Boston Newton-Marriott - 2345 Commonwealth Avenue, Newton, MA 02466
REGISTRATION: $45 - Register yourself and bring a colleague free

SPECIAL OFFER: All attendees will receive a $50 gift certificate to RainToday.com

RSVP: Register online or call 508-626-9991

Marketing Strategy for Next Year
By Mike Schultz

Service firm leaders seem to be tackling the issue of their companies' growth and marketing direction for next year (including trying to schedule strategy meetings around senior team members' client and leadership responsibilities).

Looking at my notes, some questions seem to be the perennial strategic questions leaders - at least the thoughtful ones - ask themselves every year. Some questions are more tactical and timely, reflecting the overall state of business in 2007.

Read more to learn what questions and comments, both strategic and tactical, are on the minds of the business leaders looking ahead into 2008.
Upcoming Training Seminar: How To Sell Professional Services - The RAIN Selling Seminar

As a professional services firm, you need all of your professionals to be as good at developing new clients and growing old ones as they are at delivering exceptional service.

At How To Sell Professional Services: The RAIN Selling Seminar, you will learn how to: 

  • Sell as you deliver your services - focusing on good problem solving, trust building, and integrity
  • Engage new conversations with confidence
  • Uncover the full set of your clients' and prospects' needs
  • Lead masterful conversations - both in person and on the telephone - that result in business development and business relationship success
  • Craft compelling solutions and proposals
  • Increase the average size of the solution sets you sell

The next seminar is December 10-11, 2007 in Boston, MA.

Seating is limited. Reserve your seat now for How to Sell Professional services today!

How to Write and Market a White Paper

White papers are one of the most effective offers used by professional services firms to generate new leads for their services. A well written white paper allows you to demonstrate your expertise in a way that provides value to your prospects.

But, writing the white paper is only half the story. Not only must you produce a well-written paper that provides value and demonstrates your expertise, but you must also get it in the hands of decision makers.

This 106 page e-guide includes:

- Dos and don'ts for writing your white paper
- 4 annotated white papers that exemplify the "dos"
- Do's and don'ts for 8 proven white paper marketing tactics
- 6 common pitfalls to avoid when writing your white paper
- Template for developing your white paper marketing plan

Download your copy of this new e-guide today!