Answers for: Filling the Pipeline

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

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

In Marketing and Sales, It Pays to Listen


Article by C.J. HaydenWe 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

Want More Clients? Just Say No!


Article by C.J. HaydenMuch of the popular wisdom about how to succeed as an independent professional seems to center around saying yes. You’ll hear that you’re supposed to market yourself constantly in as many different ways as possible, network with everyone you can find, and take as many clients as possible in order to increase your earnings. The implication is that you should say yes to every opportunity. Read more

Crafting a Self-Introduction That Gets Noticed


Article by C.J. HaydenSelf-introduction. Elevator speech. Ten-second introduction. Thirty-second commercial. Whatever you call it, you need one to be an effective marketer, salesperson, or even jobseeker. Here are six tips to creating one that produces the results you are seeking. Read more

Why You Shouldn’t Do What the Gurus Do


Article by C.J. HaydenIt’s only natural to emulate successful people. You’d like to copy their success, so it seems it would make sense to copy their approach to sales and marketing. But modeling your marketing after the gurus in your field may not get you where they are. Read more

Asking for Help Is Not Cheating


Article by C.J. HaydenA desperate entrepreneur contacted me recently. “I need to get clients immediately,” she said. “I’ve been trying for months with no success, and I’m almost out of money.” When I asked her how she had been marketing herself all this time, she gave me the following list of what she had been doing: Read more

The Case of the Missing Referrals


Article by C.J. HaydenOne day, the phone just stopped ringing. At first, you may not have noticed it. You were busy serving your clients, keeping up in your field, and getting the bills paid, like all good professionals do. But then a project ended or a client quit, and you didn’t have a replacement waiting in the pipeline. Suddenly you realized that it had been quite some time since any new prospects were referred to you. Yikes, what’s going on? Read more

How Much Marketing Is Just Enough?


Article by C.J. HaydenIn my early years as an entrepreneur, a wise mentor taught me about the “just enough” principle. “An entrepreneur’s to-do list is endless,” she said. “If you ever want to be able to work less than 60 hours a week, you need to figure out how much of anything is just enough.” Read more

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