Corporate Client Manifesto for Professional Services Firms (Dangerous)

If you run a professional services firm, there’s so much noise out in the marketplace that tries to encourage, entice, and cajole you into becoming an internet marketer.?

?? Newsflash - you don’t want to become an internet marketer.?

There are so many reasons for this, that I wanted to share my “Corporate Client Manifesto” with you to give you the concise list of do’s and don’ts - what works and what doesn’t - what’s a waste of time and what is truly worth mastering - so you don’t get sucked into the vortex of dangerously stupid so-called “advice” that you’re seeing everywhere you look online.?

And - on a selfish level - I want you to see firsthand how what we do with our clients is completely different from 99% of the funnelicious, web-savvy, list-building crazy exhausting horse crap you’ve been told you need to do.?

Because you don’t.?

Ready? Here we go…?

The Corporate Client Manifesto?for Professional Services Firms

? David Newman and doitmarketing.com

1. We are anti-funnel.

Senior executives from Fortune 500 and Inc. 5000 companies do not get sucked into online funnels. They don’t buy $7 special reports. They don’t fall for “free plus shipping” book funnels. They don’t reply, they don’t subscribe, they don’t respond. It just plain doesn’t work.?

2. We are anti-social.

Clients will ask us, “what should I be doing with social media?” and my answer is “nothing.” Corporate clients do not surf social media looking for the next consulting firm that they’re going to pay $50k-$1m+ for an enterprise-level project vital to their future. Social media is a lazy and ineffective mass marketing strategy that is mostly invisible to the CxO clients you’re after. The only exception is LinkedIn, and that’s used for connecting and/or messaging, NOT for posting endless content that's ignored.

3. We are anti-hourly fees.

The moment that a high-level consultant or trusted advisor falls into the trap of charging hourly fees is the moment they’ve commoditized themselves and told every potential client, “I am a wage worker, just like all the other wage workers, and there’s absolutely nothing special, valuable, or distinctive about working with us.” At that point, you've lost your differentiated positioning, and you’ve successfully entered the race to the bottom.

4. We are anti-automation.

When you try to automate the core functions of your new client acquisition engine , you lose the vital ingredients of personalization, customization, and relevance.

Yes, you can (and should) use technology tools and platforms to make your connection building more relevant, more intimate, and better researched.

But the moment you rely on the robots to send the same message to different prospects who are at different stages of the buying process, you become generic.

Nobody buys generic solutions because every prospect has highly specific problems. Automate the back-end of your business. Humanize the front-end.?

5. We are anti-hustle.

Hustle is great for twenty-somethings building the next billion-selling app or VC backed social platform. Seasoned owners of boutique consulting and professional services firms are not kids anymore and the goal isn’t 100-hour work weeks fueled by Red Bull and adrenaline.

In fact, if your business is too exciting, you probably don't have the systems, processes, team, and discipline you need to grow, scale, and eventually exit your business successfully.

The goal should be less labor and more leverage. If you’re not getting that, you’re probably working on the wrong things in the wrong order.?

6. We are anti-Easy Button.

Some of the stupidest pay-per-click ads you’ll see scream out “get leads on demand” - “run your business on autopilot” - “build a set-it-and-forget-it sales machine” and other magical thinking nonsense that only appeals to wannabes, newbies, and gullible morons.

If you’ve been in business for any length of time (and most of our clients have been at it for at least 5 years - some as many as 30 years!) you know that there’s no such thing as the “Easy Button” - but there are proven sales frameworks, processes, and systems you can turn on in your business to generate a consistent flow of leads, clients, and cash. And you need to work the machine after you’ve built the machine because nothing happens “automagically.”

David Newman is the founder of Do It! Marketing :

We help you boost your consulting firm's revenue by 50%-500% in less than 15 months without expensive ads, ineffective cold calling, or endless content marketing.

? If you’ve ever said, “We just need to get in front of more good prospects,” schedule a NON-sales Demo Call with us right here: https://start.doitmarketing.com/call/