AMPLIFY
The number one thing that buyers of Professional Services seek is EXPERTISE.
However, research shows that one of the biggest weaknesses of SME Professional Service Firms is VISIBILITY among their Target Audiences.
Therefore, it is essential that professional service firms AMPLIFY the visibility of their Content and Events
This is achieved through broadly promoting both your content and events through the EXTERNAL TRUSTED channels that your clients and prospective buyers go for “A-I_R Advice, Insights and Recommendations including:
- Social Media Platforms (e.g LinkedIn, Medium and YouTube)
- Industry Associations
- Online Communities
- Mastermind Groups
- Industry Publications
PARTNER
Your firm’s Go to Market strategy must also include ways to co-create, co-promote and cross-promote your firm’s services and offerings.
Again, think creatively and broadly.
Potential Ways to Partner include:
Content
- Articles
- Industry or Market Research
- Interviews
Events such as:
- Executive Briefings
- Workshops
- Webinars
- Roundtables and Panels
Solutions
- Bundled offerings (e.g Advice+ Reporting+Service/Support)
- Complimentary service offerings
Be sure to research and identify the relevant B2B Micro-Influencers in your industries and markets that you could potentially partner with
Micro-influencers are the trusted, “GO-TO” individuals and/or organisations that Buyers when seek”A-I-R” Advice Insights and Recommendations. They typically focus on a specific area of knowledge and have built an audience around their personal brand and expertise without links to a specific company
Examples of Micro-Influencers include:
- Industry experts (often found within your industry/professional associations)
- Bloggers
- Writers for Industry publications
TIP:
To have successful partnerships, you must have a clear understanding of:
- Your Ideal Client Profile
- Your Ideal Partner Profile
- Your Objectives
INNOVATE
Your firm must undertake BUSINESS INNOVATION (i.e make new introductions and/or improvements within your firm
Three types of Business Innovations to consider are:
- Product Innovation
- Service Innovation
- Experience Innovation
Tip: The starting point for identifying Business Innovation opportunities is that you must be ”LISTENING” on 3 levels
- Listening to You (i.e your company)
- Listening to the Market
- Listening to Buyers
