Before you schedule a consultation with potential clients, do you ask for some upfront information? I have, but not as systemically as I should. I want it to be short and sweet, not overly burdensome, but enough to give a … Read More
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Are you a spy? doctor? consultant? or salesman?
Your title says Consultant on your LinkedIn profile, but what does the rest of your profile say? What about your website? Many consultants act like spies, hiding what they do, or doctors, who will tell you if you ask, but … Read More
Turn away bad consulting “prospects”: or else
If prospects are good, more prospects must be better, right? Not so fast. Most consultants don’t need more prospects, they need better prospects. (And it turns out that what you do to get better prospects, will lead you to get … Read More
The Introvert’s Edge to Networking
If there was something I hated more than “selling”, it was probably “networking”. Now, Matthew Pollard, author of The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, is back with a new book, The Introvert’s Edge to Networking. … Read More
Office Hours: Positioning, Messaging, Mission, and Your Story
Join me at 2CT on Friday, January 22nd for a 45 minute session on how to make sales and marketing easier by nailing your positioning. You’ll come out of this session understanding how to use positioning and messaging to generate … Read More
Just because you’re solo, you don’t have to sell alone
One of the hardest things about being a solo consultant is selling solo. People joke about sales reps being “coin operated”, but it’s more accurate to say that are motivated by competition (in addition to compensation). If you’re a solo … Read More
Protected: Internal Widget Test
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Consulting Positioning: 4 techniques to nail your niche
Positioning your consulting practice is perhaps the most critical sales and marketing decision you can make, but it’s also hard, so a lot of consultants don’t really do a great job with it. This leads them to struggle unnecessarily. Why … Read More
As a consultant, are you a business owner or a subcontractor?
The phone rings and you can see the name of your client. What’s the feeling in your gut? Is it, “oh, great, I’m looking forward to talking to so-and-son”? Or is it, “not again, this so-and-so is draining the life … Read More