Sample Answers

Year-End Review and Planning Exercise


Tool/Example by C.J. HaydenThe waning days of the year are the perfect time to look back at what you’ve accomplished this year, where you are now, and where you would like to go next. Set aside some time to conduct a year-end review of your life, career, or business with this thoughtful exercise. Read more

How can I convert email inquiries to paying clients?


Q & A by C.J. HaydenWhen visitors to your website email you with questions about your services, they might be legitimate prospects. But they may also be window shoppers, tire kickers, or looky-loos. Before you invest too much effort in trying to close a sale, you should try to pre-qualify these online prospects. Read more

If You Dread Follow-Up Calls, So Will Your Prospects


Article by C.J. HaydenThe classic approach to placing follow-up calls comes with some challenges. The usual image of a follow-up call is to pick up the phone and ask your prospects, “Are you ready to hire me?” When you’re calling potential referral sources, the question may become, “Got any referrals for me? For most independent professionals, this process isn’t much fun. In fact, it’s disagreeable enough that we may avoid it entirely. Read more

What Really Makes People Buy?


Article by C.J. HaydenIt’s the ultimate question, isn’t it? You work hard at marketing to make contact with potential clients. Then you work even harder to get a chance speak with them about what you have to offer. But how do you actually get them to hire you? The answers may not be what you think. Read more

Have You Created an Impossible Business?


Article by C.J. HaydenIt’s easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn’t so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a “reasonable” fee and sell “enough” Read more

Keeping Your Pipeline Full


Article by Kristine CareyIf you’ve been in business for any length of time, you’re likely familiar with the phrase “filling the pipeline.” Or in other words, making sure you’ve got enough people potentially interested in your services to keep your business going. As important as this is, and as much sense as it makes, it’s amazing how often it doesn’t happen. Read more

The Art of Networking


Article by Grace DurfeeNetworking is a key ingredient to personal and professional success. Ask small business owners how they get most of their clients and you’ll frequently hear “through word of mouth.” Read more

What should I consider before partnering with someone?


Q and A by C.J. HaydenI’ve done a lot of partnering with other professionals on creating new programs and products or serving clients as a team. One key piece of my experience has been that some partnerships work well and some don’t work at all. After several false starts Read more

The Real 5 P’s of Marketing


Article by C.J. HaydenIn 1960, E. Jerome McCarthy introduced the 4 P’s of Marketing as a way to describe the mix of factors required to successfully market a product. McCarthy labeled the 4 P’s as Product, Price, Place (distribution), and Promotion. The idea was that if you could identify the right combination of these elements, your marketing would succeed. Read more

Does Your 30-Second Commercial Rock?


Article by Joan FriedlanderJust 30 seconds is all we ask. Just 30 seconds is all we have. Just 30 seconds is all it takes. How many times do you need to revise that 30-second introduction before it’s specific enough, interesting enough, and poignant enough to engage another person in conversation? Read more

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