Answers for: Filling the Pipeline

Avoiding the Feast or Famine Trap


Article by C.J. HaydenIt often seems that it’s the destiny of the independent professional to exist in a constant state of feast or famine. Either you are working day and night to keep up with client demands, or you’re wondering how much is left in your savings account and whether the phone will ever ring again. Read more

Marketing with the 80/20 Rule


Article by C.J. HaydenYou know about the 80/20 rule, right? It’s the guideline that 80% of your return comes from 20% of your investment. For example, 80% of your referrals come from 20% of the people in your network. 80% of your new business comes from 20% of your prospects. 80% of your new contacts come from 20% of the networking activities you engage in. And so on. Read more

Get Clients from Speaking: Be the Guest, Not the Host


Article by C.J. Hayden“I don’t recommend you host your own teleclass,” I told my client.

“Why not?” she asked. “I thought public speaking was a great way to get clients.”

“It is,” I replied. “But hosting your own free teleclass isn’t public speaking; it’s a promotional event.” Read more

Summertime, and the Marketing Ain’t Easy


Article by C.J. HaydenSummer is here, but it seems many of your potential clients are not. When you get the response “I’ll be on vacation until…” one too many times, it’s easy to become discouraged about summertime marketing. But fear not, there’s plenty you can do to build your business in the summer months. Here are ten cool ideas for what to do while the weather is hot. Read more

What Are You Doing Right?


Article by C.J. Hayden“What’s wrong with my marketing?” That’s a question I often hear from clients, students, and readers. It’s a useful query, as there frequently are areas where you could do better at marketing and sales. But while the question “what’s wrong” can uncover your marketing problems, it doesn’t always suggest answers. You may need to ask what you’re doing right. Read more

How Much Do You Love Your Prospects?


Article by C.J. HaydenDoes it seem strange to use the word love when referring to a business relationship? Substitute another word if you prefer — “like,” for example, or “respect.” However you want to express it, the point is to consider how much you care about the people you sell to — their needs, goals, desires, concerns — all the elements of their lives that might be involved in their decision about whether to buy from you. Read more

Seven Steps to Networking One-on-One


Article by C.J. HaydenMost of the dialogue about networking to build your business centers around attending events or social networking online. But I’ve always found that one-on-one networking is where the real magic happens. Meeting with people individually, in person or by phone, builds the “know, like, and trust” factor, generates referrals, connects you with new resources, and creates lasting relationships. Read more

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

Keeping Your Pipeline Full


Article by Kristine CareyIf you’ve been in business for any length of time, you’re likely familiar with the phrase “filling the pipeline.” Or in other words, making sure you’ve got enough people potentially interested in your services to keep your business going. As important as this is, and as much sense as it makes, it’s amazing how often it doesn’t happen. Read more