Sample Answers

Step Away From the Office


Article by Frank TraditiMy wife and I were driving home from a camping trip when we pulled up behind a car and I noticed an array of bumper stickers. I couldn’t quite make out what message the owner was trying to get across. My wife picked it up right away — they were isolationists. Read more

How can I overcome my reluctance to make sales calls?


Q & A by C.J. HaydenAs a professional selling your own services, you may believe that you feel uncomfortable about calling prospective clients on the phone because you’re not a “real” salesperson. But studies reveal that up to 40% of full-time salespeople experience episodes of call reluctance that are serious enough to threaten their careers. Read more

How do I know if a business idea is right for me?


Q & A by C.J. HaydenEntrepreneurs are creative people, and frequently come up with new ways to do business. So many, in fact, that you need to choose wisely about which ones are worth your while to pursue. Making the right choice requires more than just determining profitability, Read more

Should I offer a free teleclass to get clients?


Q & A by C.J. HaydenYou’ve probably seen many people offering free teleclasses or webinars to land clients for their products and services, and it may seem to you like this is an easy, affordable approach. But it’s not for everyone. Whether or not this is a good idea depends quite a bit on how you plan to attract people to attend. Read more

Did You Get My Message?


Article by C.J. HaydenDoes it seem like you spend much of your marketing time sending out messages that never get received? You call a prospective client to follow up on an email or letter you sent, and they say they never got it. You leave someone a voice mail message you’re sure will get their attention, but they never call you back. Read more

Turning Your Services into a Product


Article by C.J. HaydenOne of the biggest challenges in selling professional services is that what you are offering is intangible. Your product can’t be seen, touched, or tasted. Until your prospective clients experience what you do, they have no way of knowing if it will turn out, whether they will like it, Read more

New Year; New Commitments for Business Success


Article by C.J. HaydenIt’s the beginning of a new year, and a traditional time for making commitments to change. But according to market researcher Dr. Steven Kraus, author of “Psychological Foundations of Success,” only 15% of the people who make New Year’s resolutions manage to keep them. Read more

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

What Really Makes People Buy?


Article by C.J. HaydenIt’s the ultimate question, isn’t it? You work hard at marketing to make contact with potential clients. Then you work even harder to get a chance speak with them about what you have to offer. But how do you actually get them to hire you? The answers may not be what you think. Read more

Turn the “Scorching Hot Sweet Spot” in Your Business into Cold Hard Cash


Article by Loretta Love HuffOne of the biggest complaints I hear today is that entrepreneurs aren’t getting the recognition they deserve. Many business owners looking to land more lucrative clients and contracts struggle to distinguish themselves in an authentic and profitable way. Recently, I’ve honed in on what it takes to turn what I call “The Scorching Hot Sweet Spot™” in your business into cold, hard cash! Read more

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