Answers for: Filling the Pipeline

Turn the “Scorching Hot Sweet Spot” in Your Business into Cold Hard Cash


Article by Loretta Love HuffOne of the biggest complaints I hear today is that entrepreneurs aren’t getting the recognition they deserve. Many business owners looking to land more lucrative clients and contracts struggle to distinguish themselves in an authentic and profitable way. Recently, I’ve honed in on what it takes to turn what I call “The Scorching Hot Sweet Spot™” in your business into cold, hard cash! Read more

Let’s Go Fishing: How to Catch a Big One


Article by Jack KlemeyerThis is not your typical fishing story. This is about fishing for a whale, and not the kind that lives in the sea. A whale is the kind of client that can make a significant positive impact on your bottom line. There are three strategies that can hook you a whale: Read more

How to Brand Your Expertise for Maximum Profit


Article by Loretta Love HuffI’ve been helping many of my clients lately figure out how to position themselves so they stand out in their marketplace like the true expert they are. It can be quite a challenge, particularly when there are a lot of people who know much of what you know and do basically what you do. Read more

More Is Not Necessarily Better


Article by C.J. HaydenHave you ever noticed what happens when an independent professional speaks up in a group or posts to a message board and says, “I’m not getting enough clients. What should I do?” Inevitably, everyone responds with a different marketing idea. “Have you tried joining a leads group?” one person asks. Someone else suggests, “What about writing a blog?” Read more

Four Pillars of Business Development


Article by Jack KlemeyerThere are four pillars of business development you need to know about if you want to get more business and a higher income. The first of the four is the most important and is foundational to the other three. The first is Market. Who, specifically, is your market? Put another way, who is your ideal client? Read more

Prospects You Don’t Want As Clients


Article by C.J. HaydenIt sometimes seems in the game of marketing professional services that the only rule is to land the client at all costs. We spend an enormous amount of time and effort pursuing our prospects — tracking down the decision-maker, making sales calls, writing proposals, and following up over and over. But not every prospect is a good candidate for becoming a client. In fact, some of them can be downright detrimental to your business. Read more

Is Your Brand Increasing Your Sales or Killing Them?


Article by Loretta Love HuffI talk with a lot of marketing strategists who extol the importance of branding for a company’s success but it’s like pulling teeth to drag most of them down from the conceptual clouds and get specific about exactly what they mean. Read more

Eliminating the Sleaze Factor in Marketing


Article by C.J. HaydenIn the twenty years that I’ve been teaching entrepreneurs about sales and marketing, the most significant barrier to success named by my clients and students is that they simply don’t like to market and sell. Read more

30-Second Commercial Template


Tool/Example by C.J. HaydenA 30-second commercial, also known as an “elevator speech,” is a brief verbal summary of what you do, who you do it for, and the key benefits and results you deliver. Here’s a template for composing your commercial, including the essential elements you should incorporate, and suggestions for powerful words to use. Read more

Marketing Lessons from the World of Politics


Article by C.J. HaydenYou can’t turn on the television or open your mail in the U.S. these days without seeing a political ad. Between the
presidential election and local initiatives on the ballot in many cities and states, it seems that everyone is campaigning to get your vote. Read more