Consultancy business - how to market

[MonicaP]

Hi,

I have just started a consultancy business providing a full range of company secretarial services to SME's and accountants.

Does anybody have any guidance/insight on marketing. I have the following questions in particular:

1. How important is a website?
2. Do you still need brochures or is this old way of selling?
3. When you go into new client meetings, whats the best tools to have to sell your business. If not brochure, then is a price list more valid or tacky?
4. I would like to send updates to people that I meet. Do I need to ask their permission before I email them?

Many thanks
Monica

[ethical PR]

Hi Monica

The best way to promote your business is to put together a plan based on


what you want to achieve
audiences you want to talk to ie potential customers, people/organisations that influence your customers
what you want to say to them ie why should they buy from you, what can you offer, how can they buy
work out a plan to identify the best communications activities you can do, that work for the audience you want to target within the budget and resources you have available. This could be a website, blog, literature, networking, promotions, media relations etc
You can get lots of free advice through Business Link, Marketing Donut and other sites and free courses on marketing/PR through Business Link to help you put your plan together.

Specifically - websites with good content which are easy to use and look professional and which have been 'optimised' to drive the right sort of people to your site are an invaluable tool for your market.

Personally I think having some sort of literature you can have with you at networking events, when meeting customers etc is always useful too.

If people have given you their contact details either personally or through registering on your website, it is acceptable to send them a newsletter or update, but always give them an option to opt out if they dont want to receive further communications from you.

Good luck
Helen

[MonicaP]

Thanks Helen,

Thats really useful. I was thinking of an A5 folded brochure with a business card attached and insert a fee menu?

[Geoff T]

got my first client - accountants - by going out and looking for an accountant for my business....

paper won't make the sale IMHO...you need to get in front of people...

but literature, networking...and the other good suggestions by Helen...all help, by raising the profile...just remember that all these are tools to help get you in front of a prospect...

Best of luck!

Geoff#2

[Cartoon Logos]

paper won't make the sale IMHO...you need to get in front of people...

but literature, networking...and the other good suggestions by Helen...all help, by raising the profile...just remember that all these are tools to help get you in front of a prospect...

Best of luck!

Geoff#2

It depends what you do whether you need to meet face to face.

One of my clients is based in Texas which makes that a tad difficult. We've never even spoken on the phone and I've been working for and with him for 2yrs :)

Whereas another client I meet regularly, speak on the phone with etc.

And a face to face meeting was essential re that contract.

Re secretarial services, I would simply Google what the competition are doing as guide. Follow their lead.

[Geoff T]

One of my clients is based in Texas which makes that a tad difficult.

bet you offered though - expenses paid of course!:D

[admagic]

Suggest you create a useful information guide, on the keys to improving efficiency of a SME/accountancy practise - emphasising places where time and money can be saved.

Give it a mischevious title...."do you make these mistakes in admin for your smalll business? - five sure ways to save money and time!"

And allow them to download it in exchange for an email address.

Then you have a growing list to email.

Put the title on the back of your business cards - and acts as a call to action for people to come to your site.

Dont waste your money on brochures - most of which get filed under B for Bin. set up a blog site which then has a fresh and newsy feel.

[profitxchange]

Are your secretarial services really consultancy? I would suggest the sales pitch would be very different.