Sample Answers

Get Clients Now! Action Worksheet


Tool/Example by C.J. HaydenIf you’re using the GET CLIENTS NOW! sales and marketing system on your own or with a group, you’ll need a blank copy of the Action Worksheet from the book to create your marketing plan. Here’s a PDF version you can download, print, and fill in. Read more

How can I grow my one person company?


Q & A by C.J. HaydenIf you’ve been operating a successful professional services firm as a solopreneur, it can be a smart move to leverage your experience, contacts, and track record in the industry by adding other professionals to your team. Read more

Is it a good idea to pay a fee for referrals?


Q & A by C.J. HaydenWe all want more people to refer clients to us, and one way to encourage more referrals is offering to pay for them. By offering cash instead of merely our thanks or a small gift, it’s possible to increase the number of referrals you will get. However, this practice isn’t appropriate in all circumstances, and may have some unintended consequences. Read more

Why Aren’t You Earning More?


Article by C.J. HaydenIn a national survey of independent professionals, almost 50% of the consultants, coaches, and other professionals declared that they were currently not earning enough to meet their expenses. This result shouldn’t be surprising, since according to the U.S. Small Business Administration, more than half of all small businesses fail Read more

Marketing: Know Your Seasons


Article by Joan FriedlanderLike many capable business owners and professionals, you may be great at what you do and not so great at –- nor thrilled about –- marketing your services. It seems we sometimes spend more time marketing than actually conducting business. Read more

Three Ways to Jump Start Your Marketing


Article by C.J. HaydenWe’re an impatient society these days. The blazing speed of transmission we experience daily for news and communications has raised our expectations for how fast everything should happen. So when someone tells us our marketing will take time to pay off, we don’t have a lot of patience for it. Read more

Is it OK to talk about personal topics at business events?


Q & A by Donna FeldmanAt a recent presentation, we were asked, “You say that talking about personal topics while networking is good, but if I’m at a business event, isn’t that inappropriate? Won’t the other person be offended?” Read more

If You Want to Get Clients, You’ll Have to Talk to Them


Article by C.J. Hayden“I’ve done everything I can think of to get clients,” a desperate self-employed professional writes. “I printed a brochure, I have a web site, and I’ve placed ads. But no one is hiring me. What am I doing wrong?” Read more

The 5 Outcomes of a Sales Conversation


Article by Jack KlemeyerBelieve 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

If Your Marketing Works, Are You Prepared to Sell?


Article by C.J. HaydenMost of the information and effort aimed at getting more clients focuses on promotion and attraction. You’ll find plenty of advice on how to tell the world about your business, make the phone ring, or get inquiries to arrive in your email inbox. But once you’ve been marketing yourself for a while, you discover that turning those prospects into paying clients can be pretty darned difficult. I find that many professionals are simply not prepared to sell to the prospects they attract. Read more

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