Q. When is it time to get help in my business?
A. Look sooner rather than later. The best time to look at getting help is before you need it. By the time you decide you need a hand, you may already be so overloaded that you don’t have the time to find it. Every time you make a choice that expands your business, consider what will happen if your expansion is successful. Read more
Do you sometimes have trouble knowing when it’s quitting time? Do you fall into the “I’ll just do one more thing” trap? Or do you tend to think that if you spend a little more time or give it one more pass, the final outcome will be better? 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
There are four pillars of business development you need to know about if you want to get more business and a higher income. The first of the four is the most important and is foundational to the other three. The first is Market. Who, specifically, is your market? Put another way, who is your ideal client? Read more
It sometimes seems in the game of marketing professional services that the only rule is to land the client at all costs. We spend an enormous amount of time and effort pursuing our prospects — tracking down the decision-maker, making sales calls, writing proposals, and following up over and over. But not every prospect is a good candidate for becoming a client. In fact, some of them can be downright detrimental to your business. Read more
I talk with a lot of marketing strategists who extol the importance of branding for a company’s success but it’s like pulling teeth to drag most of them down from the conceptual clouds and get specific about exactly what they mean. Read more
It’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
I’m often asked by service business owners how to go about setting appropriate hourly rates. Entrepreneurs are often advised to compare their rates to the competition, but this isn’t the whole answer. As one business owner told me, “My competitors are charging anywhere from $50 to $150 per hour!” So what other factors should you be considering? Read more
When business is slow, every lead has to count. If there may be fewer opportunities for you to pursue, you need to take maximum advantage of every one. When you pursue a prospective client all the way through the sales cycle, but in the end they choose someone else, the rejection can be painful. “Why wasn’t it me?” you keep asking yourself. Read more
Believe it or not, there are only five possible outcomes to any sales conversation. When one person (the salesperson) attempts to influence another person (the prospect) to make a purchase of any type, knowing there are only five outcomes that can happen should help you increase your sales. Read more
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