Episode 218: Marketing Your Consulting Services Effectively—with Michael “Buzz” Buzinski
Marketing is often one of the most mystifying activities for consultants. How do you do it? How do you do it in a way that leads to sales?
In this Craft of Consulting Podcast episode, I interview Michael “Buzz” Buzinski who shares how to use marketing to grow your consulting business and what marketing tactics to skip.
Michael “Buzz” Buzinski
Michael “Buzz” Buzinski is a marketing strategist who creates marketing campaigns for brands. In this episode, we talk about:
Marketing in addition to networking and word-of-mouth sales
Understanding that marketing is really just the magnet that draws people in
Realizing that if you try to be everything to everyone, you're going to end up being no one to everyone
Using Integrated marketing, which uses multiple tactics at the same time and testing them over time
Integrating many ways of getting business: networking, referrals, joint ventures, social media, blogs, authority marketing, SEO, ads, etc.
Making sales and marketing feed off each other
Pre-qualifying potential clients before discovery meetings to ensure they are a good fit
Remembering that the client doesn't care what you know until they know how much you care
Knowing that most people will take action to get rid of pain faster than they will take action to get pleasure
Making sure you have the right offer and then only offering it to the people who are a right fit for it
Paying attention to the average revenue per client and profitability of clients
Using language that gets to get the right person to say yes and the wrong person to say no
Knowing all about you best clients
For more information about Michael “Buzz” Buzinski: