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The top 10 lead generation mistakes by professional services

15 Sep 2008

Leads, leads, leads. It seems it is all about leads once the referrals and the circle of family and friends aren't enough to keep our firms growing. Yet, when it comes to generating leads, most professional services firms get it all wrong in 10 very common ways.

1. Spending on marketing activities that don't produce ROI or are "vanity exercises" (e.g. excessive graphic design and image advertising).

Open up your local business journal, without a doubt you will see an advertisement for a professional services firm trying to "generate awareness." This organization is "generating awareness" among the 25,000 readers who may (or may not) be targets for its services.

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