The challenge with marketing unique, experiential work like new healing modalities, personal growth approaches, or transformative group processes is that your ideal prospective clients aren’t already seeking it. Read more

Selling professional services can often be a challenge because of their intangibility. When a client hires you to deliver a service such as accounting or web design, they can’t see the outcome in advance. They have to trust that your work will produce a result they will like, Read more

We’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

Hardly a week goes by without someone asking me to help them compose a winning sales letter to market their professional services. “What is the magic formula,” they ask, “for writing a letter that results in clients?” Unfortunately, there isn’t one. And a whole lot of folks are wasting precious marketing time trying to create the perfect letter to jumpstart their marketing. Read more

At 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

What does nearly every independent professional wish for when marketing for new clients? They wish they could see results faster. Time is the worst enemy of a small business owner. I’m convinced that the day I chose to open my business, the clock started Read more

Do you ever have days when you just don’t want to? First you don’t want to make your bed or eat the right food. Then it ratchets up to not wanting to be nice, call people back, or do what you know needs to be done to keep your business running and thriving. Maybe it escalates to the point where you just don’t want to do anything except maybe sit on the couch, eat Cheetos, and watch Law & Order reruns. Read more

Q. I am the volunteer coordinator of an informal network of trainers, training managers, and training administrators who work in corporate training departments. How do I get these members to hire me as a consultant without directly asking for their business? Read more

Have you noticed others in your profession being quoted in the media and wondered why they are being interviewed as experts and not you? It may seem like those other professionals have all the luck, but where publicity is concerned, you may be able to create your own luck with a few simple strategies. Read more

Here’s a seven-step outline for a cold call, followed by a sample script, some suggested opening lines, and tips for what to say when you get voice mail. Read more