If you work in business development for a professional services firm, you’re most likely used to marketing or pitching the value of your company’s expertise. After all, that’s what most professional services firms are built on — the advice consultants can offer clients to operate with optimal efficiency in regards to operation, budget, future growth, talent acquisition…the list goes on. No matter the industry, specialization can be harnessed in many ways to help attract leads online.
As with any organization, social media helps build an audience to follows your brand. By participating in relevant industry conversations on varying social media channels, you can position your firm at the epicenter of trends and topics that genuinely matter to your core audience.
However, social media can do so much more than merely raise brand awareness. Social media channels provide lead generation with targeted advertising, organic traffic, and good-old word-of-mouth. As such, they offer an excellent way to keep your business top-of-mind with your target audience. Whereas a more straightforward purchase, like a new hat or cookware, can be purchased on something of a whim, professional services often require a more drawn-out, deliberate consideration process. However, this low-cost point of contact is an excellent entry point.
Case studies are imperative for lead generation of professional services brands. As opposed to simply making your target audience aware of your business, case studies demonstrate how your company achieves results for clients that are in your industry. By utilizing a blend of examples, testimonials, and case studies, you let some of your past clients do some of the convincing on your behalf.
Professional services firms use case studies to generate leads and move leads even closer to a contract. When combined with other public relations and digital marketing strategies, case studies are one of the most powerful promotional tools to get the conversation started. This leads us to our next point:
Make it easy for clients, peers, and acquaintances of your firm to make referrals through social media and online content sharing. Fresh and insightful content in the form of whitepapers, e-Books, shareable guides, blogs, or industry newsletters worth sharing is a way to entice interested parties — and their friends — to engage with your organization.
Give people lots of simple opportunities to like, share, post, comment, and otherwise spread the word about your firm to the online world. Additionally, you can publish your client list on your website, in presentations, or as part of your marketing materials to showcase organizations you’ve partnered with and achieved incredible results for.
Legal, consulting, accounting, engineering — no matter the field you’re in, you need to partner with trusted digital marketing professionals that can work to bolster your online presence and generate leads as a result.
For more information about any of our services that can help take your professional services firm to the next level, including everything from social media and email marketing to PPC services and beyond, reach out to us today!
About the Author:
Spencer Coulton is a Content Editor at 1SEO. When not writing, he can be found strumming his guitar, attempting to brew the perfect cup of coffee, or biking around Philadelphia — sometimes all at once.
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