Sample Answers

How do I make the right connections when networking?


Q &A by Donna FeldmanAt a recent presentation on networking, we were asked this question by a graphic designer: “I’m looking to meet CEO’s, CFO’s or COO’s, but when I’m out networking, I meet mostly middle and lower-level managers. What do I do to get to the right people?” Read more

Sample Prospect/Contact Data Form


Tool/Example by C.J. HaydenThis sample form for collecting and filing information about prospects and contacts is designed to be used as part of a manual contact management system, or as an input document for a computerized system. It records your prospects’ contact information, Read more

What can I do about clients who demand unreasonable deadlines?


Q & A by C.J. HaydenDon’t let your clients manage your business. Instead, you need to manage your clients. Often, this problem begins when a client makes an impossible request, and you drop everything to deliver what he or she needs. The client thinks you are a star, and gives you more business. Read more

Not Enough Clients? What’s In Your Way?


Article by C.J. HaydenWhat’s stopping you from getting all the clients you want? Do you know? The answer to this one question may be the key to making your marketing more successful.

It would seem from the questions people ask me about marketing that everyone is trying to fix just one type of problem — how to fill their marketing pipeline with more new prospects. Read more

Are You Marketing the Right Stuff?


Article by C.J. HaydenJan is a graphic designer who was always struggling to find good clients. “I could find plenty of people who needed my services,” she recalls, “but they thought my rates were too high. I either ended up agreeing to work for less, or they found someone else. And then when I did get the job, they took forever to pay me.”

Like many graphic designers, Jan’s marketing emphasized her business identity work — creating a company’s logo, business cards, and other collateral, with matching design elements. Her primary audience was new businesses who were just getting started. But then Jan had a brainstorm.

“I realized that the clients I was marketing to were people who didn’t have enough money to pay me,” says Jan. “They were startups with tight budgets. And since they hadn’t been in business long, they didn’t place much value on working with an experienced, high-quality designer. They were just looking for the lowest price.”

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Attack of the Killer Copy


Article by C.J. HaydenKiller copy frightens me. Some days I think if I see one more hype-laden email, web page, or direct mail piece promising to solve all my problems for only a small investment with a value of ten times its price, I’m going to run away screaming. Read more

Turning Samples Into Sales


Article by C.J. HaydenOffering free samples to prospective clients is a powerful method of increasing the know, like, and trust factor that makes people buy. When you are selling a professional service, potential clients have no way to see, feel, or taste what you will actually deliver. Read more

Tooting Your Own Horn


Article by C.J. Hayden“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!”
Read more

Direct Contact = Good Business


Article by Kristine CareyHave you ever thought about calling someone to offer them your services, or invite them to coffee, or some other business-y thing, only to put the phone down and get distracted doing something else? When I think about drawing a straight line from my activities to making money, direct contact is the #1 thing that comes to mind. Which leads the question, what is direct contact, why is it sometimes so hard to do, and why does it strike fear into the hearts of so many of us? Read more

Start Your Marketing Right!


Article by C.J. HaydenWhen launching a professional practice or service business, the success of your first few months of operation is crucial. If you are a typical service business owner, you’re starting up with less capital than a storefront or product-based business. You are likely to have the expectation that you will begin earning income right away. Read more

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