Sample Answers

How can I communicate benefits when what I offer is intangible?

Q & A by C.J. HaydenA common mistake service professionals make is to focus on nice-to-have benefits in their marketing messages. But in order to get your prospects to respond, it’s not enough that they might want what you offer. It has to be something they are willing to spend money on, and they must be able to justify that purchase to themselves and others. Read more

Where can I meet with clients when I don’t have an office?

Q & A by C.J. HaydenMaintaining an office is an expensive proposition, and when your business doesn’t require meeting with clients daily, you may not want to take on that kind of overhead. But then when you do need to meet with a client in person, where do you do it? Read more

Selling Products and Programs at Premium Prices

Audio by C.J. HaydenIn this audio workshop with a live audience of professional coaches, C.J. shares what it really takes to sell products and programs at premium prices, including promotional tactics, copywriting techniques, building strategic alliances, and establishing credibility. Read more

Did You Get My Message?

Article by C.J. HaydenDoes it seem like you spend much of your marketing time sending out messages that never get received? You call a prospective client to follow up on an email or letter you sent, and they say they never got it. You leave someone a voice mail message you’re sure will get their attention, but they never call you back. Read more

10 Ways to Get More Likes for Your Facebook Page

Article by Donna FeldmanWe all know that getting a referral from a satisfied customer is one of the best ways to get new clients. The problem is this can be a long, slow process. But using social media can help speed it up. Read more

How can I overcome my reluctance to make sales calls?

Q & A by C.J. HaydenAs a professional selling your own services, you may believe that you feel uncomfortable about calling prospective clients on the phone because you’re not a “real” salesperson. But studies reveal that up to 40% of full-time salespeople experience episodes of call reluctance that are serious enough to threaten their careers. Read more

Sample Speaking Topic and Bio

Tool/Example by C.J. HaydenIn order to get booked as a speaker, an essential tool is a one-page description of your speaking topic, and a capsule bio describing your expertise. The example below will give you a model to follow. Read more

25 Ways to Build a Prospect List

Article by C.J. HaydenSometimes you may just have to prospect. While it’s true that networking, referrals, and other relationship-oriented marketing strategies are superior ways to build a professional services business in the long run, the problem can lie in that word “long.” It takes time to build a network and generate referrals. Read more

What’s the best way to network at social events?

Q and A by C.J. HaydenYou can make many excellent contacts for your business by meeting people at non-business events and locations. If you have been limiting the scope of networking to something that only takes place at an official “networking event,” consider a much wider definition. Read more

Making Great Contacts at Awards Events

Article by Frank TraditiEvery year, companies, associations, and nonprofits take the time to recognize the achievements of important people. In your local paper, trade journal, or association newsletter, you’ll always find award ceremonies listed. Some are local groups, but you’ll also find Read more

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