Answers for: Contact/Follow-Up

Are You Planting Seeds?


Article by Kristine CareyThe best way to get your business to grow is to plant seeds — seems obvious, right? Seeds of ideas in prospective clients’ minds, seeds of opportunity with institutions that could use your services, seeds of relationship with like-minded souls that could grow into something good for you, personally and professionally. You may be thinking, “Yes, of course, I know that,” and I know you do. And yet, I see really great business people not planting consistent seeds and suffering the consequences. Read more

How should I respond to email inquiries?


Q & A by C.J. HaydenQ. I’m recently seeing an increase in email inquiries about my services. That’s good news, but most of these don’t seem to turn into clients. What’s the most effective way to follow up on email queries?

A. In my experience, a significant number of email inquiries are from window shoppers, tire kickers, and looky-loos. What I’ve found is that those that turn into business are the queries from people who tell me they were referred by someone I know, heard me speak, read my book/an article, subscribed to my newsletter, etc. Read more

Sales Letters Don’t Close Sales


Article by C.J. HaydenHardly 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

Increasing Your Signal to Noise Ratio


Article by C.J. HaydenYou can learn a lot about marketing by listening to the radio. And you can learn even more by noticing when you’re not listening. A clear signal and music or talk you like to hear will keep you tuned in to a particular station. But too much static, too many ads, or programming not to your taste will overwhelm the signal, and all you’ll hear is noise. Read more

The Real 5 P’s of Marketing


Article by C.J. HaydenIn 1960, E. Jerome McCarthy introduced the 4 P’s of Marketing as a way to describe the mix of factors required to successfully market a product. McCarthy labeled the 4 P’s as Product, Price, Place (distribution), and Promotion. The idea was that if you could identify the right combination of these elements, your marketing would succeed. Read more

Did You Get My Message?


Article by C.J. HaydenDoes it seem like you spend much of your marketing time sending out messages that never get received? You call a prospective client to follow up on an email or letter you sent, and they say they never got it. You leave someone a voice mail message you’re sure will get their attention, but they never call you back. Read more

Are You Sabotaging Your Own Marketing?


Article by C.J. HaydenMost independent professionals work hard at marketing their businesses, but far too many don’t succeed as well as they could. Unfortunately, some of the hardest-working self-marketers sometimes sabotage their own efforts. Read more

How Social Is Your Online Social Networking?


Article by Donna FeldmanDo you conduct your online networking using the same social skills you use at an in-person event, or do you leave those skills behind the minute you log in to a social networking site? 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

25 Ways to Build a Prospect List


Article by C.J. HaydenSometimes you may just have to prospect. While it’s true that networking, referrals, and other relationship-oriented marketing strategies are superior ways to build a professional services business in the long run, the problem can lie in that word “long.” It takes time to build a network and generate referrals. Read more