Categories ArchivesInbound Marketing

Inbound Marketing – The 2013 Cure for Business Anxiety? standard

New Year, More Anxiety for Local Business Owners - From a column we produced running in The Hunterdon County Democrat and NJ.com While 2012 may have been a lackluster year for business, this curative approach could dispel much of the pent up anxiety small business owners may have experienced in 2012. The New Year often brings on strategic planning and tactical reviews to hopefully have a better year ahead. Once the reflective period and resolution setting period is past, the New Year can mean improved revenues, profitability and sustainability as companies learn to embrace inbound marketing. According to John Hyman, the “Overseer of Order” at Zen Marketing Inc in Flemington, “business owners should take advantage of proven, modern marketing practices such as ...

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Lead Generation & Nurturing for Your Accounting Firm – Part Four standard

To wrap up this series on Lead generation and lead nurturing, we’ll explore the ideal prospect, how to actually construct a lead nurturing system, and more. This is the final installment in a four part series dedicated to lead generation and lead nurturing process. No business can be successful with new client development without a strong understanding of this phase in the sales cycle. You can read in initial installment by clicking here. How Do You Envision the Ideal Prospect? Whether a firm knows it or not, they have some sort of prospect nurturing system. It is my opinion that if they cannot describe it in details, they don’t know enough to ever have a great closing rate. Just about every prospect ...

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Lead Generation & Nurturing for Your Accounting Firm – Part Three standard

Part three of four This is the third installment in a four part series dedicated to lead generation and lead nurturing process. No business can be successful with new client development without a strong understanding of this phase in the sales cycle. You can read the initial installment which can be found here. Here are a few areas to discover critical functionality indicators inside a lead nurturing marketing campaign: Engagement: Identify the email open and click-through rates. This data is a great starting point for your tracking efforts. Lead acceleration: Are leads moving according to expectation through the lead funnel? How does the time it takes to convert from lead to converting to a sell-ready state? Are leads attentive to your firm’s content strategy? ...

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Lead Generation & Nurturing for Your Accounting Firm – Part Two standard

This is the second installment in a four part series dedicated to lead generation and lead nurturing process. No accounting firm can be successful with new client development without a strong understanding of this phase in the sales cycle. You can read the initial installment by clicking here.   Obviously, trade shows are not the only venue for Accountants to generate suspects. Anyone that visits your website, or picks up one of your flyers, or holds a spot in your mailing list database is merely a suspect. A person walking in the door makes them a suspect. It is the conversion of those suspects to prospects, or leads, that are crucial to the sales process. Suspects don’t turn into prospects until some form ...

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Lead Generation & Nurturing for Your Accounting Firm standard

Lead Generation & Nurturing for Your Accounting Firm is vitally important. Regardless of the methodology of lead generation you employ, in all probability your accounting firm will spend considerable time, energy and financial resources on lead generation. Some firms utilize direct mail, telemarketing, referral or customer-based marketing, trade shows, networking and a host of other strategies to generate leads and revenues. Others use their own particular formula for marketing and advertising. Lead generation and lead nurturing are top-of-the-funnel aspects of marketing and sales in every business; yours is no different. This article is not about the strategy, it is about the process. It is centered on lead generation & nurturing. As an inbound marketing agency our company, Zen Marketing, is in the ...

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Is Inbound Marketing Effective for a Start-Up? standard

Is Inbound Marketing effective for a start-up or should I start cold calling? In a recent online post I was asked,” When starting a new business and trying to generate qualified leads, are there any tricks when you are cold calling or is it purely just a numbers game”? This is a common question, especially from start-ups with limited budgets or no history of marketing. Consider this perspective… As a start up you are an unknown entity... and you have little to no track record... and no doubt you have a story to tell but who is going to take the time out of their time impoverished lives to listen to it just because you called? What You Really Need You really need a ...

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The Evolution of Referral Marketing for NJ Attorneys and Architects standard

The Evolution of Referral Marketing for NJ Attorneys and Architects is fascinating. Remember when commercials were only about products for sale on television? There were “new and improved” this and that, “try this new” whatever. That sort of thing constituted the bulk of television advertising. Websites, content marketing, social media and blogging did not exist. Marketing hadn’t changed in decades; Madison Avenue made certain of that. There were ads for cars, trucks, cigarettes and booze, but never would one see a lawyer offering money for injuries, or for the hospitals that sent the ambulances for their potential clientele. Remember when television ads for medical centers, prescription medicines, personal hygiene and contraceptive products, bankruptcy filing, and personal injury lawyers hawking their services simply ...

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Sales Team Motivation and Inbound Marketing standard

We are approached by many companies who are looking to grow their revenue line, and in the process of understanding their approach to business development one question is universally asked - “How Do We Motivate Our Sales Team?” Sales Team Motivation benefits greatly from Inbound Marketing. First off- you cannot really motivate anyone. Motivation comes from within an individual. A person’s preference of behavior, both adapted and natural, really determines this. Having said that, we have enjoyed working with many good leaders, who have inspired a team of people to accomplish great things. Second- a sales team is a group of individuals is not a collective or group mind set. Our workflow always involves the application of scientific online assessments to understand ...

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Can Architects Create Sustainability in Business Development? standard

Can Architects Create Sustainability in Business Development? We believe that they can... Your business development or sales organization has been very busy. Think about all that time spent drafting emails, responding to voice mails, writing proposals with little or no real relevance, pitching to non-decision makers and not holding prospects accountable to commitments… in actuality that is a lot of time NOT spent selling, it is time spent chasing! What percentage of the overall time of your sales efforts are actually spent actually selling with new prospects? And how does your brand and/or credibility suffer from these typical but common sales activities? Time is Your Most Valuable Asset Consider the impact on your top line revenue if you were able to reduce the ...

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