Comments on: Ideal Client Mix http://www.nick-rice.com/blog/2008/ideal-client-mix/ b2b marketing & sales thoughts by nick rice Tue, 02 Mar 2010 13:49:51 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: A.C. http://www.nick-rice.com/blog/2008/ideal-client-mix/comment-page-1/#comment-12368 A.C. Mon, 24 Nov 2008 21:37:29 +0000 http://www.nick-rice.com/blog/?p=192#comment-12368 Great post, truly! Thank you. The 50/50 mix you mention is spot-on, and like you, I'm often amazed at why business owners don't take referral marketing more seriously, and become "active" with the process. Thanks for sharing. Great post, truly! Thank you. The 50/50 mix you mention is spot-on, and like you, I’m often amazed at why business owners don’t take referral marketing more seriously, and become “active” with the process. Thanks for sharing.

]]> By: Links of Interest : Productivity501 http://www.nick-rice.com/blog/2008/ideal-client-mix/comment-page-1/#comment-12327 Links of Interest : Productivity501 Tue, 24 Jun 2008 16:28:20 +0000 http://www.nick-rice.com/blog/?p=192#comment-12327 [...] Ideal Client Mix-Nick Rice Tells how essential effective marketing is to a small business. The author discusses the effects that a good marketing strategy can have on a small business’s performance. [...] [...] Ideal Client Mix-Nick Rice Tells how essential effective marketing is to a small business. The author discusses the effects that a good marketing strategy can have on a small business’s performance. [...]

]]> By: Nick Rice http://www.nick-rice.com/blog/2008/ideal-client-mix/comment-page-1/#comment-10091 Nick Rice Mon, 14 Apr 2008 23:33:02 +0000 http://www.nick-rice.com/blog/?p=192#comment-10091 I think the ease of referrals is one of the major factors into an owner falsely believing they're in good shape. I had an identical conversation as above with a management consultant today. He never realized that marketing is supposed to create more opportunity than capacity, not simply more work. He stays busy with referrals and didn't see a need to market until we chatted about the lack of control with referrals and the freedom that comes with more opportunity. Right off the bat he understood the power of "cherry picking" projects that he would love and clients that would happily pay a premium. And I'd say look no further than our friend, David Baker, to see someone that has probably reversed the ratio. He uses speaking and writing very well to generate demand and qualify prospects. That's the power of the other marketing strategies. Very few employee the strategies that truly elevate you to expert status (writing, speaking and networking--and typically in that order). I think the ease of referrals is one of the major factors into an owner falsely believing they’re in good shape.

I had an identical conversation as above with a management consultant today. He never realized that marketing is supposed to create more opportunity than capacity, not simply more work. He stays busy with referrals and didn’t see a need to market until we chatted about the lack of control with referrals and the freedom that comes with more opportunity. Right off the bat he understood the power of “cherry picking” projects that he would love and clients that would happily pay a premium.

And I’d say look no further than our friend, David Baker, to see someone that has probably reversed the ratio. He uses speaking and writing very well to generate demand and qualify prospects. That’s the power of the other marketing strategies. Very few employee the strategies that truly elevate you to expert status (writing, speaking and networking–and typically in that order).

]]> By: Andy Didyk http://www.nick-rice.com/blog/2008/ideal-client-mix/comment-page-1/#comment-10085 Andy Didyk Mon, 14 Apr 2008 21:04:45 +0000 http://www.nick-rice.com/blog/?p=192#comment-10085 I'd love to see a professional services firm that is truly based on a 50/50 mix. Sounds almost impossible to do when repeat business is so much easier to come by, at least during an economic upswing! But maybe that's why so many services firms struggle during an downturn. Thanks for the info as always, and thanks for adding me. I’d love to see a professional services firm that is truly based on a 50/50 mix. Sounds almost impossible to do when repeat business is so much easier to come by, at least during an economic upswing! But maybe that’s why so many services firms struggle during an downturn.

Thanks for the info as always, and thanks for adding me.

]]> By: Dana Suazo http://www.nick-rice.com/blog/2008/ideal-client-mix/comment-page-1/#comment-9945 Dana Suazo Tue, 08 Apr 2008 16:39:58 +0000 http://www.nick-rice.com/blog/?p=192#comment-9945 Thank you for the wealth of information you have provided. Thank you for the wealth of information you have provided.

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