When you’re just starting out in business, it’s a safe bet that you need more clients. But what if you have been up and running for a while, and you’re still not making as much money as you would like? You may be in the habit of thinking that attracting new clients is the answer, but this isn’t always the case. Read more

Do you sometimes have trouble knowing when it’s quitting time? Do you fall into the “I’ll just do one more thing” trap? Or do you tend to think that if you spend a little more time or give it one more pass, the final outcome will be better? Read more

If I had to name one thing that causes more independent professionals to fail at marketing than any other, it would be lack of follow-up. Every day, I see entrepreneurs do a fabulous job at filling their marketing pipeline with prospective clients, and then fail miserably at following up with them. Read more

One of the most persistent barriers to success for self-employed professionals is fear of rejection. Sometimes this fear is quite conscious. You know that you are avoiding marketing and sales because you’re afraid your prospects will say no.

Other times the fear is lurking in the background, making an impact you’re not always aware of. You may find yourself procrastinating about making a phone call or setting up a sales appointment, and blame it on laziness or poor time management. Or you may avoid following up because you “don’t want to bug people.” Or perhaps it feels pushy to ask directly for a sale. Read more

Publishing your articles online can be an affordable and effective method of attracting more traffic to your website and building your credibility as a professional. The quickest and easiest way to publish online is to submit your articles to article directories. Here is a list of 16 different article directories to get you started. Read more

“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

Established professionals and those who are new in business often have a difference of opinion about networking. The old-timers usually say that networking is one of their most important sources of clients, while the newcomers frequently claim Read more

Q. I am the volunteer coordinator of an informal network of trainers, training managers, and training administrators who work in corporate training departments. How do I get these members to hire me as a consultant without directly asking for their business? Read more

Let’s face it, many service business professionals treat self-promotion as a necessary evil. We know we have to do it, but we just don’t like it. Professionals often say, “I love my work, but I wish I didn’t have to keep finding customers.” We describe the process of marketing as distasteful, frustrating, intimidating, and just plain scary. Read more

“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