Answers for: C.J. Hayden

Networking: More than Just Chatter


Article by C.J. Hayden“I spend a lot of time networking, but I don’t see many results from it.” I hear this complaint frequently from independent professionals who are hoping that their networking activities will produce clients. It used to be that my clients and students would complain about unproductive networking in the form of attending mixers or scheduling coffee meetings. But now I often hear them voice the same dissatisfaction with social networking online. Read more

Attack of the Killer Copy


Article by C.J. HaydenKiller copy frightens me. Some days I think if I see one more hype-laden email, web page, or direct mail piece promising to solve all my problems for only a small investment with a value of ten times its price, I’m going to run away screaming. Read more

From Conversation to Client in Four Simple Steps


Article by C.J. HaydenOur lives as professionals marketing our own services would be much easier if clients would simply read our sales copy and decide to hire us. But in the real world, it rarely works that way. Instead, we must have conversations with our prospects before a sale takes place -– sometimes several conversations. 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

The Art and Skill of Follow-Up


Article by C.J. HaydenIf I had to name one thing that causes more independent professionals to fail at marketing than any other, it would be lack of follow-up. Every day, I see entrepreneurs do a fabulous job at filling their marketing pipeline with prospective clients, and then fail miserably at following up with them. Read more

Not Enough Clients? What’s In Your Way?


Article by C.J. HaydenWhat’s stopping you from getting all the clients you want? Do you know? The answer to this one question may be the key to making your marketing more successful.

It would seem from the questions people ask me about marketing that everyone is trying to fix just one type of problem — how to fill their marketing pipeline with more new prospects. Read more

In Marketing, the Internet Is Not the Universe


Article by C.J. Hayden“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

Saying Thanks Is Good Marketing


Article by C.J. HaydenNever 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

44 Ways to Follow Up with Your Prospects


Article by C.J. HaydenYou 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 my emails anyway.” Or, “I hate hearing no.” Or, “I don’t want to bug them.” Or, “What do I say that’s new?”

44 ways to follow upIt’s only natural to resist placing phone calls or sending more emails to prospects who didn’t return your last call, never seem to reply, may not be ready to buy, or might say they’re not interested. But here’s the good news. Calling and emailing prospects and asking them to hire you is not the only way to follow up!

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Getting Smart About Getting Referrals


Article by C.J. HaydenSavvy 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

C.J. Hayden

C.J. Hayden

C.J. Hayden, MCC, CPCC, is the author of Get Clients Now!, Get Hired Now!, and The One-Person Marketing Plan Workbook. C.J. is a business coach who since 1992 has been helping entrepreneurs and independent professionals get clients, get strategic, and get things done.