It’s the end of the year and you’re likely reflecting on what this year brought, as well as what next year holds in store. If you’ve got some curiosity about what the next big thing in business and life is for you, these questions can help get you moving. Read more
“I have a great website and publish a regular blog,” my client complained, “but I’m not getting any clients from it. The only new client I got this month was a referral from a friend. What am I doing wrong?”
It’s a common complaint of self-employed professionals that they spend a great deal of time and money on Internet marketing and social media with minimal results. You build an attractive website, launch an ezine or blog, set up a couple of social media profiles, and maybe try a Google AdWords campaign. But for all that effort, not much seems to come of it. What’s going on? Read more
Never underestimate the power of a thank you. Recently, I thanked someone for helping me solve a technical problem. She replied to my note of thanks by inviting me as a guest speaker for a group she chairs. I didn’t even know she chaired this group and I had never considered speaking there. This speaking opportunity would never have occurred if I hadn’t taken a moment to say thanks. It started me thinking about how often saying thank you turns into paying business. Read more
If you’ve used the Get Clients Now! 28-Day Program, you know there are two different types of action-oriented elements you can include: Success Ingredients and Daily Actions. Recently I’ve gotten several questions about the distinctions between these two, so let’s take a closer look. Read more
You know you need to follow up with prospective clients, but you often find yourself putting it off. “I already called them three times,” you think. Or, “They never answer the phone anyway.” Or, “I hate hearing no.” Or, “I don’t want to bug them.” Or, “What do I say that’s new?” Read more
As a business owner, there are a lot of things vying for your attention. Some days it’s easy to see what to do next; other days you’re lucky if you can even figure out where to start. Call clients back, do proactive marketing, have lunch or coffee with referral partners, follow up on leads from that networking event -– these are just some of the things on your to-do list. Read more
Savvy independent professionals know that referrals are the best way to land new clients. But getting those referrals can sometimes be a challenge. When referrals don’t come easily — or the ones you get seem to be off track — it’s tempting to forget about building referrals and spend time on cold calling, boilerplate letters and emails, or advertising, even though you know those approaches aren’t as effective in the long run. Read more
One of the most persistent barriers to success for self-employed professionals is fear of rejection. Sometimes this fear is quite conscious. You know that you are avoiding marketing and sales because you’re afraid your prospects will say no.
Other times the fear is lurking in the background, making an impact you’re not always aware of. You may find yourself procrastinating about making a phone call or setting up a sales appointment, and blame it on laziness or poor time management. Or you may avoid following up because you “don’t want to bug people.” Or perhaps it feels pushy to ask directly for a sale. Read more
Last week I was having coffee with a client and he told me a story about one of his former customers. She was reading his newsletter, which goes out every month, and was surprised to learn that his company did stairs (that particular newsletter featured a stair remodel his company had done for someone else). His former customer was looking for someone to do stair work for her, yet it never occurred to her to call him for that type of job. Read more
We talk quite a bit in sales and marketing about, well, talking. We examine how to get our message across, what to say to potential clients, how to present our businesses, etc. But sometimes, listening can be considerably more productive than talking. Here are five ways you just might be able to get more clients by listening. Read more
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