Lead generation is hard. For professional services firms, the difficulty and expense are much greater than in other sectors. That’s because professional services carry a high price tag, so you have a limited pool of potential clients, a wide variety of experience which leads to broad pricing models, and more young, digitally fluent competitors entering the market daily.
Having consulted with hundreds of small professional firms (attorneys, medical professionals, and CPAs), I’ve found a common thread of obstacles faced by, if not unique to, professional services firms. Here are the five most common lead generation challenges: