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
I often speak to groups of independent professionals about what works and what doesn’t in marketing. We talk about the effectiveness of active, relationship-oriented strategies like networking, building referral partnerships, public speaking to groups of potential clients, Read more
This questionnaire can be used to collect evaluations from the audience at the conclusion of a workshop or speaking engagement. It includes space for comments about the program, a testimonial quote, a referral to others who might be interested, 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
If you offer coaching services paid for by the month, it’s a good idea to have a written agreement with your clients that spells out the terms of your arrangement. This sample agreement was designed for business coaching clients, but can be modified to suit any type of coaching. Read more
Established professionals and those who are new in business often have a difference of opinion about networking. The old-timers usually say that networking is one of their most important sources of clients, while the newcomers frequently claim Read more
While it’s true that many business owners never take time to write a business plan, it’s also a fact that two-thirds of all new businesses fail in the first five years. The majority of failed businesses never had a written plan. Read more
Recently I talked with a professional who is thinking of leaving her corporate job and going out on her own. As this was an introductory conversation to see if she and I might work together as coach and client, we quickly covered some of the basics: Did she have an idea of what her business would be? Who would she target as a client? How would she find those clients? We went on like that for an hour; it was a delightful conversation, with her sharing her vision and us looking at ways to create that for her. Read more
It’s the nightmare of every professional who offers group programs. You design a powerful workshop, schedule a date, broadcast your marketing message… and no one registers. Then what? Read more
It seems like I sat down just yesterday to write an article — I had a great idea and everything — then I looked up and more than a month had gone by. What the heck happened, I asked myself? Short answer: LIFE. Read more
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