Sample Answers

Where can I find some good places to network?


Q & A by C.J. HaydenThe most important question to ask yourself when looking for places to network is, “where do my clients hang out?” The second most important question is, “where do my potential referral sources hang out?” Read more

Life-in-a-Notebook Planning System


Tool/Example by C.J. HaydenClients and students often ask me, “C.J., you always seem to have a million things going on. How do you keep track of it all?” Their questions imply that they believe I am more organized, focused, or productive than the average bear. Personally, I’m not so sure that’s true. You should see my desk, for example! But I do have a system, and in honor of New Year’s resolution-makers everywhere, I’m going to share it with y’all. Read more

Creating Tangible Products


Audio by C.J. HaydenC.J. Hayden interviews Marcy Nelson-Garrison on how to create tangible products to complement your professional services business. Here’s what you’ll learn in this interview: Read more

To Call or Not to Call: Does Cold Calling Ever Pay Off?


Article by C.J. HaydenMany independent professionals believe cold calling is a complete waste of time, while others claim their cold calls produce plenty of sales. Why is there so much disagreement about the effectiveness of this approach to selling professional services? Read more

How to Network at Professional Associations


Article by Donna FeldmanAn often overlooked place to network and find referral partners is professional associations. These associations serve people working in a particular industry or profession and can provide you with many resources, as well as valuable connections. You may not think that networking within your profession will provide any client leads, but you’d be surprised! Read more

How can I communicate benefits when what I offer is intangible?


Q & A by C.J. HaydenA common mistake service professionals make is to focus on nice-to-have benefits in their marketing messages. But in order to get your prospects to respond, it’s not enough that they might want what you offer. It has to be something they are willing to spend money on, and they must be able to justify that purchase to themselves and others. Read more

Must Be Present to Win


Article by Grace DurfeeI came so close, but I missed a golden opportunity. Billie Jean King, one of my long-time tennis idols, was a speaker at a convention I attended. At the end of her presentation, she pulled out her racquet and hit a bucket-full of autographed tennis balls into the audience. Everyone had remained standing after giving her a standing ovation and watched with anticipation to see where her next shot would land. Read more

Start Your Marketing Right!


Article by C.J. HaydenWhen launching a professional practice or service business, the success of your first few months of operation is crucial. If you are a typical service business owner, you’re starting up with less capital than a storefront or product-based business. You are likely to have the expectation that you will begin earning income right away. Read more

Where can I promote my classes and workshops?


Q & A by C.J. HaydenWhether you’re offering free seminars or teleclasses to bring in more clients, or for-profit workshops as a line of business, filling your scheduled programs can be a challenge. I am often asked the question “where should I list my classes?” as if there were some secret places 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

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