Categories ArchivesInbound Marketing

Reverse Cold-Calling, or How to Lose a Customer in 10 Seconds or Less standard

We know it as Cold Calling 2.0 (in our office we refer to it as interruptive sales) but there is a tactic in telemarketing and phone sales that is guaranteed NOT win the hearts and minds of your potential customers. Don’t know to what I am referring? Reverse – cold calling is the act of trickery in getting someone to phone you. Here’s an example: “Hello, is Mr. Jones in?” “Will you please leave him a very urgent message about a significant purchase we would like to make?” Obviously, when Mr. Jones returns to his office and is told by his secretary that a very important call may mean a big sale. Of course Mr. Jones will call you back immediately. ...

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Does Your Marketing Strategy Include Data? standard

Does Your Marketing Strategy Include Data? Professional services firms (PSF’s) rely on many things to accomplish their revenue goals, and marketing strategy certainly plays a big part. But do CPA’s, Lawyers, Architects and other PSF’s incorporate data into their marketing efforts? Whether traditional advertising methodologies or the use of digital, inbound marketing, or even a combination of the two, the data collected from the marketing activities should drive your marketing strategy. Data-driven content marketing (also called inbound and/or digital) can change the entire outcome, especially when it is automated. There is no denying that CPA’s and accountants are involved with numerical data all day long; how much of it is intended for their marketing efforts? Not as near as much as ...

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Maximizing Your Direct Mail Campaign in the Digital Marketing Era standard

You rarely hit a home run in small business marketing; small ball works best. A well defined marketing plan around a realistic number of differing tactics will run up the score nicely. But because of restrictive budgets (or sometimes attitudes) many small businesses try a tactic and when the home run doesn’t happen abandon it and move on to the next “idea of the week”. This is certainly the case with direct mail. Before the onslaught of the internet, websites, e-mail marketing and social media the war was between newspaper advertising and direct mail. The savvy business person who was unafraid to invest the time and money to secure a well defined mailing list and manage it properly had a ...

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Lead Your Competition with Content Marketing standard

We have covered the value of creating content marketing to allow prospects to find your website (and find you!) for quite a while now. One way to lead your competition and establish yourself as an industry expert is by creating engaging content in a variety of media. You not only bring valuable attention to your brand, but also gain recognition as you rise above the competition. Content marketing is not really all that new. Neither is the concept of being a market or industry leader. Leading your competition may not be your goal, but driving new business should be. Content marketing IS the way today to build credibility and drive new business creation. Actually, content marketing gets its humble beginning by ...

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Top Three Great Reasons to Hire an Inbound Marketing Agency standard

While there is a plethora (love using that word!) of good reasons to utilize the services of an inbound marketing firm, it is our belief that they all boil down to the three most important, as outlined below. We at Zen Marketing Inc., a fully digital inbound marketing agency believe that we can build your business using the latest methodologies and tactics. Over the past five years Harvard Business Review (aka HBR) studied how patterns of business has changed to the point that instead of solution sales professionals pushing products and services, companies are already 60% involved in the acquisition process for the needs of their particular business processes or concerns. It is in that light that the conversion from ...

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How to Join in the Social Media Conversation standard

Social media is the new word of mouth, so when the conversation online with customers or prospects begins, the friends and contacts that like what they see and react, and are going to join the conversation as well. Perhaps you aren’t monitoring your social media feeds; in that case you are missing out on information.   One of the best ways to spark a conversation online is to write about questions or comments your customers may have mentioned, and reply to them in your content. By incorporating your social media connections into the dialogue, you are enabling a discussion specifically about your brand. How you handle (or do not) questions and requests through social media will either polish or tarnish your company ...

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Email Marketing for Accounting Firms standard

Email marketing is a great way for you to attract or shore up some of the client base, and accounting firms know that once the rush begins, there will be no rest until it is all put aside in late April. It won’t be long until tax filing season comes into focus; often this is no sooner than the holiday decorations are returned to their resting place. Hopefully you got some rest over the long period between holidays, and didn’t suffer too much post-bubbly on New Year’s Eve. You are going to need your strength once the pressure builds and the back and forth of communications starts with your clients and your staff. Marketing is probably not even on your mind, ...

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Five Reasons Why Accountants Should Do Their Own Marketing standard

There are five really great reasons why architects, Lawyers, CPA’s, financial planners, consultants, and other professional services providers should be responsible for their own marketing. You are intelligent beings, after all. The list below makes all the sense in the world, right. Let’s see if you feel this way. I learned to write reports and essays in school. How hard could blogging, article writing, email campaigns and web content be? Search Engine Optimization is just a fancy word for “getting found” on the search engines. I can buy an ad and be at the top of the page. I don’t need analysis; I know how much my leads cost and where they come from. I send my sales people to trade shows all ...

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The Power of Content standard

It really does not matter in which industry you serve, everyone markets to their prospective consumer. Some call them clients, some call them customers, some even call them members; they are all experiencing the effects of your marketing. That friends, is the power of content. Tailored correctly, content that is “persona-fied,” that is, crafted directly at the type of consumer for which you are aiming. Marketers have a huge responsibility. Whether you market to the B2B, B2C, B2Gm B2NP or individual entrepreneurs, you have to not only generate interest, but also do it in such a way that they are actually paying attention. That is the power of content. For those with very tight budgets, content marketing is very affordable. Cost-effective ...

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Inbound Marketing & the False Beliefs in Customer Loyalty standard

What do we mean by inbound marketing & the false beliefs in customer loyalty? While it is a long-standing tenet of business, “the customer is always right” may not be so, at least in the eyes of the traditional sales professional. Customer loyalty is part and parcel of good business, but when sales professionals insist on their target always having the final say is not the best mindset if they don’t actually know of what they espouse. Solution sales processes are clearly outdated in their traditional form, yet clung to by nearly all professional sales executives, at least in the B2B arenas. Based on years of research by the Harvard Business Review, with tens of thousands of interviews pertaining to solution ...

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