Using the Seven Elements as a Diagnostic Tool
Video Using the Seven Elements as a Diagnostic Tool In How Clients Buy, Tom McMakin and Doug Fletcher present seven elements that must be present before a prospect will be ready to buy a professional service. They must be...
Learning from Rainmakers
Video Learning from Rainmakers When researching How Clients Buy, Doug Fletcher and Tom McMakin interviewed dozens of successful rainmakers. Their subjects ranged from solo practitioners to managing partners of global...
First is Best
Video First is Best When the topic turns to content marketing, my friend, Tom McMakin, is clear. “I’m not a fan,” he says. Narrowcast Rather Than Broadcast One might argue that Tom conflates marketing...
Trust is Everything
Video Trust is Everything When it comes to professional services, Tom McMakin believes trust is everything. Trusting the person you’re going to engage with is the whole ball of wax…There’s an information...
