RainToday Articles

How Bad Thinking Can Lead You to Discount Your Prices

Discounting is Ground Zero for hypocrisy in pricing. Everyone decries it, yet everyone, (actually, 65%), does it. It reminds me of dieting: "I know I shouldn't, but this one little brownie won't hurt." Couched this way, the problem of discounting sounds like one of willpower, but I don't believe discounting is a moral problem. Instead, it is one of bad thinking that centers around two false beliefs.

3 Secrets Behind Big Firms' Success

You won't have any trouble finding critics of the big consulting firms. As with all giant organizations, there's always something to find fault with. But too many critics discount the success of large firms and lose sight of the valuable lessons any consultant can learn from. To learn the secrets behind their success, here are three things to consider.

Two Rainmaking Traps Smart, Hard-Working Professionals Fall Into

Bringing in new business for a firm requires a good prospect profile, quality content, constructive meetings, timely responses, good listening, multiple interactions, fit between services and needs.... And that supposes everything works without problems. What about addressing traps professionals fall into that complicate rainmaking? Here are two to remember and how to avoid them.

The Key to Improving All of Your Direct Marketing

Marketing campaigns for professional services come in all shapes and sizes. But, in spite of their variety, most programs don't meet expectations. Why? Firms need to meaningfully contact the average prospect seven times over eighteen months before the prospect will consider buying their services. And there is usually one thing that gets in the way of firms doing this.

10 Questions for Identifying What Your Best Sales Lead Is

From "The One Piece of Advice You Can't Generate Leads Without" As a marketer, your job isn't simply to generate leads, but to help identify which of those leads are the best prospects for the sales team to jump on right away. Marketers typically have their own ways of determining lead quality, but it's shocking how many don't know the other side of the story: what do salespeople consider a qualified lead? Here are ten questions to ask to find the answer.