Sample Answers

How Easy Can Marketing Be?

Article by C.J. HaydenI often speak to groups of independent professionals about what works and what doesn’t in marketing. We talk about the effectiveness of active, relationship-oriented strategies like networking, building referral partnerships, public speaking to groups of potential clients, Read more

Stop Selling and Start Serving

Article by C.J. Hayden“I don’t like to sell.” “Asking people for business makes me uncomfortable.” “Selling feels manipulative and sleazy.” “I’m good at what I do. Why don’t clients just come to me?”

If any of these thoughts seem familiar, Read more

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

Sales for the Asking

Article by C.J. Hayden“So that’s what I have to offer you, Mr. Prospect. What do you think?”
“Well, Ms. Professional, I’d like to think about it.”
“Okay, may I call you next week?”

Does this dialogue sound at all familiar? Read more

In Marketing and Sales, It Pays to Listen

Article by C.J. HaydenWe talk quite a bit in sales and marketing about, well, talking. We examine how to get our message across, what to say to potential clients, how to present our businesses, etc. But sometimes, listening can be considerably more productive than talking. Here are five ways you just might be able to get more clients by listening. Read more

Five Top Places to Network

Article by Donna FeldmanHave you fallen into a networking rut? Do you keep going to the same events, or the same type of events, while wondering if there are other places to go? To help you expand your horizons, we’ve identified the top five types of groups to grow your network. 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

Sample Referral Fee Agreement

Tool/Example by C.J. HaydenDo you find yourself frequently referring business to other professionals? When these referrals are likely to be reciprocal, you’ll probably want to give them freely. But what about those situations where you refer clients to someone who isn’t able to return the favor? Read more

Cracking the Billable Hours Ceiling

Article by C.J. HaydenHow many of you made as much money as you wanted to last year? Don’t be shy; raise your hands. Hmm, I don’t see too many hands out there. What would you say is the cause of this gap between your goals and your earnings? Read more

Help is on the way! Q and A’s about assistants, associates and automation

Q & A by C.J. HaydenQ. When is it time to get help in my business?

A. Look sooner rather than later. The best time to look at getting help is before you need it. By the time you decide you need a hand, you may already be so overloaded that you don’t have the time to find it. Every time you make a choice that expands your business, consider what will happen if your expansion is successful. Read more

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