39 - The pros and cons of hosting online events

03/14/23 • 17 min

This week we’re discussing the use of online events as part of your marketing strategy, including the key elements you need to consider to make the planning, promotion, delivery and follow-up of our event as successful as possible.

Previous Episode

38 - How much of your IP should you give away?

This week we’re examining a commonly asked question from consultants – ‘How much of my IP should I give away?’

Giving away IP is a scary, or downright ‘NO’ prospect for many consultants, but it shouldn’t be. By selectively sharing your IP as part of your marketing strategy, your clients learn that you understand their needs, you demonstrate your value, and you show what you can do for them.

Next Episode

40 - Creating Proposals With Authority

Where does submitting a proposal fit into your sales strategy? For many Professional Services Consultants, the answer to this question is ‘When the client asks for one’. And while that might sound like a good response, it’s also damaging to your authority positioning.

Responding to a proposal on the client’s request weakens your authority position and moves you from being in control of the sales process to allowing them to drive it. It also often derails your process into focusing on price, which drives the inevitable ‘race to the bottom’.

In today’s episode Greg discusses how to adjust your approach to the proposal process to maintain your authority.

Note: This week we have Greg flying solo while Andy takes a short break from the Accepted Authority Podcast.