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The Seven Elements is a set of conditions that must be present in order for a prospective client to buy your services:
The buying process for professional services and consulting isn’t linear. You can’t drive prospects through a funnel. The dynamics of each prospect’s buying journey will be unique.
However, you can anticipate your prospective clients’ buying needs and take actions that facilitate their buying.
If our role in a firm is marketing, there may be a tendency for us to rate others’ awareness and understanding of our services highly. On the other hand, if we are primarily focused on business development, we may tend to rate the trust and respect felt by others as being high. Nevertheless, we probably have weaknesses that could be our undoing.
After all, it’s insufficient for a client to reach six of seven thresholds. A prospective client might be very aware of you, understand your services, respective your capabilities, have an important and pressing need and have the budget. If they don’t trust you sufficiently, you’re unlikely to get the gig. So, continuous and honest self-assessment is required to identify and rectify deficiencies. Cultivating The Seven Elements is a discipline and practice rather than a campaign.
by Tom McMakin and Doug Fletcher
The post The Seven Elements of Business Development for Professional Services appeared first on How Clients Buy.
The Seven Elements is a set of conditions that must be present in order for a prospective client to buy your services:
The buying process for professional services and consulting isn’t linear. You can’t drive prospects through a funnel. The dynamics of each prospect’s buying journey will be unique.
However, you can anticipate your prospective clients’ buying needs and take actions that facilitate their buying.
If our role in a firm is marketing, there may be a tendency for us to rate others’ awareness and understanding of our services highly. On the other hand, if we are primarily focused on business development, we may tend to rate the trust and respect felt by others as being high. Nevertheless, we probably have weaknesses that could be our undoing.
After all, it’s insufficient for a client to reach six of seven thresholds. A prospective client might be very aware of you, understand your services, respective your capabilities, have an important and pressing need and have the budget. If they don’t trust you sufficiently, you’re unlikely to get the gig. So, continuous and honest self-assessment is required to identify and rectify deficiencies. Cultivating The Seven Elements is a discipline and practice rather than a campaign.
by Tom McMakin and Doug Fletcher
The post The Seven Elements of Business Development for Professional Services appeared first on How Clients Buy.