Sample Answers

Networking Offline with Your Online Connections


Article by Donna FeldmanA new client who is starting a business mentioned that while she was putting a lot of time and effort into her online marketing and networking, she had yet to see any tangible results (i.e. clients). She asked if she needed to add some offline activities, such as attending networking events 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

Habits and Your Business


Article by Kristine CareyHave 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

Are You Planting Seeds?


Article by Kristine CareyThe best way to get your business to grow is to plant seeds — seems obvious, right? Seeds of ideas in prospective clients’ minds, seeds of opportunity with institutions that could use your services, seeds of relationship with like-minded souls that could grow into something good for you, personally and professionally. You may be thinking, “Yes, of course, I know that,” and I know you do. And yet, I see really great business people not planting consistent seeds and suffering the consequences. Read more

Follow-Up Is Simple — So Why Isn’t It Easy?


Article by C.J. HaydenDoing a good job at follow-up is a piece of cake. You just capture every lead or potential referral partner you run across, then place a call or send them something, or both. If you don’t make a sale right away, you calendar them for the next follow-up and do the same thing again. Pretty straightforward, isn’t it? So why is follow-up such a problem? Here are the four most common reasons, and what you can do about them:

1. Prioritization. With an activity that you must initiate, it’s easy to let other tasks come first: responding to incoming calls and mail, reading what drifts into your inbox or crosses your desk, going to meetings and conferences, and oh yes, doing the client work you get paid for.

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What Can You Do for Me?


Article by Frank TraditiIn 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

Information is the Present; Connection is the Future


Article by C.J. HaydenHow many times already today has someone tried to sell you something? The ads come in by email, postal mail, fax, radio, magazines, newspapers, TV, and your web browser; the salespeople write you, call you, and approach you in the store or showroom. Read more

The Secret to Marketing — It’s Not What You Think


Audio by C.J. HaydenIn this extended audio interview hosted by Ellen Britt of Marketing Qi, C.J. shares dozens of essential sales and marketing secrets. The live audience for this program said it was one of the most helpful talks they had ever heard on marketing 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

Why is it important to have a market niche?


Q & A by C.J. HaydenIndependent professionals often struggle with trying to identify their market niche or target market. Sometimes when you are struggling to accomplish something, it can be helpful to look at why you are doing it in the first place. The core reasons for getting it done can frequently provide guidance that all of the tactical how-to’s can’t offer. Read more

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