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Solo consultant as sales manager

As a solo consultant, you’re a sales manager (are you a good one?)

“I can’t be a sales manager! I’m a solo consultant, it’s right there in the name! I barely sell myself! I get almost all my business from referrals!” That’s the paradox. Those referral partners are your sales team. Do you … Read More

21 Day Independence Day Challenge

Does your positioning do most of the sales and marketing work for you? Or do you have to slog to get leads and then try to close them? When your positioning is doing the work for you, you have easier … Read More

Get More Referrals

Great referrals are the best way to get consulting clients. Yet so many consultants don’t do much to actively get more referrals. How can you change this? How can you get more (and better) referrals, without feeling slimy? First, make … Read More

How to choose between 2 consulting niches

When I ask people who their ideal client is, I often get answers like, “I serve a lot of different people/companies/industries.” That’s fine, but I wasn’t asking who you could conceivably serve– your Possible Client Profile (PCP, which is a … Read More

I know what I’m supposed to be doing, I’m just not doing it…

Ever been in that situation before? (Like how I was supposed to write this post a week ago, but somehow didn’t.) I’ve noticed 2 major issues when I’m having trouble getting started on something. A lot of folks make some … Read More

What’s your Provocative Perspective?

Jay Kingley recently came on Sales for Nerds to talk about optimizing referability, the 3 levels of marketing, and how a Provocative Perspective helps cut through the noise and the time wasters to bring the right people into your orbit. … Read More

As a solo consultant, you don’t have time for a wide sales and marketing funnel

If you’re worried about where and when you’ll find your next client, the natural reaction is to look in more places– to go broader, and create a wider sales and marketing funnel. Unfortunately, this is like the snowboarder who starts … Read More

Have you tapped into your most powerful marketing asset?

No matter what you have to say about your services, you can never compete with your most powerful marketing asset– your clients’ own stories, in the form of case studies or testimonials. Are you using this asset? Does your website … Read More

Consulting positioning math

As a consultant, nailing your niche is hard, but consulting positioning math can make it easier. I think we’re wired by evolution to fear “scarcity”, even when it’s not “rational” for us to do so. We seem to hate niching … Read More

Mimiran solution for ideal client website formula

Make Your Website More Effective in 5 minutes

Do people know if they’re in the right spot when they come to your home page? “Well, yes. It says right here I help fix business problems. If they’ve got a business, they certainly have problems, and then they know … Read More