In this audio interview hosted by Cole Silver, author of How to Create Wealth and Freedom in Your Law Practice, C.J. describes key sales and marketing strategies for professionals, beginning with the core principle that you’ve “gotta have a system” Read more
“If he who has a thing to sell
Goes and whispers in a well,
He won’t be so apt to make the dollars
As he who climbs a tree and hollers!”
“I’ll have a grande, no foam, non-fat, six-pump, caramel, extra hot, latte macchiato.” This is what I actually heard someone order at a local famous-name-brand coffee shop. What has the world come to? In order to make it through the day, we have to order Read more
“I don’t recommend you host your own teleclass,” I told my client.
“Why not?” she asked. “I thought public speaking was a great way to get clients.”
“It is,” I replied. “But hosting your own free teleclass isn’t public speaking; it’s a promotional event.” Read more
Christopher McAuliffe interviews C.J. Hayden on The Coaching Show on how learning more about your stuck places can fix what’s wrong with your marketing. Here’s what you’ll learn in this program: Read more
Have you ever noticed what happens when an independent professional speaks up in a group or posts to a message board and says, “I’m not getting enough clients. What should I do?” Inevitably, everyone responds with a different marketing idea. “Have you tried joining a leads group?” one person asks. Someone else suggests, “What about writing a blog?” Read more
Most of the information and effort aimed at getting more clients focuses on promotion and attraction. You’ll find plenty of advice on how to tell the world about your business, make the phone ring, or get inquiries to arrive in your email inbox. But once you’ve been marketing yourself for a while, you discover that turning those prospects into paying clients can be pretty darned difficult. I find that many professionals are simply not prepared to sell to the prospects they attract. Read more
If you’re an active networker, it’s likely that the organizations you belong to will offer you an exhibit booth at an upcoming conference or meeting. But is this kind of exposure a good investment for a consulting or professional services business? Read more
The process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, Read more
You’ve decided to take the plunge and make networking a regular practice. You’ve picked the organizations or events where you want to go, and you start to meet people. You’re doing a good job of breaking the ice with a creative opening line or two, but then what happens? Read more
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