While the exact number of prospects each independent professional needs in his or her pipeline will vary, there are several useful guidelines that can help you compute this number for yourself. First of all, you need to determine how many new clients Read more

In any professional services business, you typically begin by serving clients one-to-one. As you improve your skills at marketing yourself and begin filling your practice, eventually you discover there are only so many hours in the day. You want to keep growing your business, but you have no more time available for additional clients. What can you do? Read more

In a previous article, The Pop Quiz You Need to Pass, I talked about three simple questions you must be prepared to answer any time you speak with a prospect. The first of these three is: “What can you do for me?” Read more

The most important question to ask yourself when looking for places to network is, “where do my clients hang out?” The second most important question is, “where do my potential referral sources hang out?” Read more

I love to look at company websites. There’s a great deal of value to be found from web surfing that you just can’t get from many other places. You can become educated, entertained, smart, motivated, or even happy. Heck, you might even get all of that from one website! Read more

Every 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

“I don’t have time to market.” It’s a common complaint from self-employed professionals. When you are the only one who can serve the clients, manage the business, and perform all the sales and marketing functions, time becomes the most precious commodity you have. Read more

Have you ever stopped to notice what habits you’ve gotten into, especially around work? Habits have been on my mind lately, in particular how to develop good habits. My fascination began when I read The Power of Habit by Charles Duhigg, and I recently learned more about habits when a colleague introduced me to the work of B.J. Fogg, a teacher at Stanford and an expert in business innovation and habit formation. Read more

Never underestimate the power of a thank you. Recently, I thanked someone for helping me solve a technical problem. She replied to my note of thanks by inviting me as a guest speaker for a group she chairs. I didn’t even know she chaired this group and I had never considered speaking there. This speaking opportunity would never have occurred if I hadn’t taken a moment to say thanks. It started me thinking about how often saying thank you turns into paying business. Read more

When you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like “call Donna Sanchez” and “follow up with Floyd Corp.” been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, Read more