Answers for: Success Ingredients

Why Should They Hire You Instead of the Competition?

Article by C.J. HaydenWhen business is slow, every lead has to count. If there may be fewer opportunities for you to pursue, you need to take maximum advantage of every one. When you pursue a prospective client all the way through the sales cycle, but in the end they choose someone else, the rejection can be painful. “Why wasn’t it me?” you keep asking yourself. Read more

3 Critical Elements for Generating More Sales

Article by Loretta Love HuffHave you been wondering what would take to grow your business at a rate faster than the market? Many business owners keep their nose to the grindstone. They work hard at their craft and delight in serving their customers. Read more

What Are You Choosing?

Article by Grace DurfeeIs it human nature to keep making the same choices over and over again? Perhaps with the wisdom collected over years of experience we weed out what doesn’t appeal to us and choose to stick to what we know works. There’s comfort and safety in routine and the familiar. But boxing ourselves into a limited repertoire may begin to wear thin. Read more

Success Story Template

Tool/Example by C.J. HaydenA helpful tool for presenting your services to prospective clients is a repertoire of success stories about the results your clients get from your work. Here’s a template and example for composing some success stories of your own. Read more

To Get More Clients, Let Your Light Shine

Article by C.J. Hayden“I think I’m really good at what I do,” declares technical writer June, “but I don’t ever seem to get a chance to show people.” June is experienced, highly-skilled, and has written dozens of procedure manuals and other how-to guides throughout her career. But she isn’t getting enough work to earn a living as a freelancer.

“I don’t like to talk about myself,” admits June. “It feels like bragging to say what a terrific writer I am. I don’t know how to express my capabilities to potential clients without sounding like some sort of conceited know-it-all.”

Like June, many professionals feel fearful or hesitant to speak out boldly about how good they are. But there are ways you can let people know what you’re capable of without ever having to say, “I’m hot stuff.”

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Need More Referrals? Partner Up!

Article by C.J. HaydenHave you ever considered that prospective clients who are referred to you are much more likely to become your customers than those who come to you in any other way? The endorsement of a referral carries so much weight that referred prospects ask fewer questions about your qualifications, are less likely to shop for the lowest price, and typically make their buying decisions much more quickly. Read more

Prospects Are People, Too

Article by C.J. HaydenYou’d be surprised how often my clients and students ask me to help them find a surefire sales letter or phone script that they can copy to use for their own selling. Or maybe you wouldn’t. Perhaps you, too, have been misled into thinking that there is such a thing. Read more

Stock Your Shelves with a Skills Inventory

Article by Frank TraditiHappy holidays to everyone. I can’t tell you how many folks I’ve talked to over the past few weeks who said, “Boy, am I glad this year is over!” More than ever, people are wanting to move forward, take stock of themselves, and look to the future. It’s a a terrific time to “stock your shelves” with an inventory of your unique skills. Read more

Are You Marketing the Right Stuff?

Article by C.J. HaydenJan is a graphic designer who was always struggling to find good clients. “I could find plenty of people who needed my services,” she recalls, “but they thought my rates were too high. I either ended up agreeing to work for less, or they found someone else. And then when I did get the job, they took forever to pay me.”

Like many graphic designers, Jan’s marketing emphasized her business identity work — creating a company’s logo, business cards, and other collateral, with matching design elements. Her primary audience was new businesses who were just getting started. But then Jan had a brainstorm.

“I realized that the clients I was marketing to were people who didn’t have enough money to pay me,” says Jan. “They were startups with tight budgets. And since they hadn’t been in business long, they didn’t place much value on working with an experienced, high-quality designer. They were just looking for the lowest price.”

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Why isn’t my marketing working?

Q & A by C.J. HaydenThat’s really the million dollar question, isn’t it? If only you knew why your marketing efforts weren’t paying off, you could change what you were doing, and start seeing better results. In a recent article, I wrote about the five most common marketing saboteurs. Read more