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Reasons you don’t have a Lead Magnet on your site

After I published a 3,000 word article on using a Lead Magnet to generate leads for your professional services business, responses ranged from “hey, this is exactly what I needed”, to “this would never work for me.” Within the “never … Read More

How to Generate More Leads from Your Professional Services Website

When Bob Davis started his sales consulting business, Simple Sales Strategy, his business came from word-of-mouth. That’s great, but it’s not predictable. Naturally, Bob looked to his website to generate leads. He even invested in SEO to get better rankings … Read More

Should You Narrow Your Niche? Here’s the One Question to Ask

Should you narrow your niche? And what’s all this talk about niching, anyway? And if you’ve got a niche, how do you know if you should make it wider or narrower? Let’s dig in. What’s a Niche? Think of your … Read More

Real and imaginary barriers

Running a business is hard. There are so many barriers to success. Sales, financing, delivery, marketing, recruiting, just balancing everything, knowing what to focus on next, etc. Yet we often make it harder on ourselves by creating imaginary barriers in … Read More

Don’t “Market”, “Teach” — marketing for consultants

Last week, I discussed how to “help” instead of “sell”. This is a powerful paradigm shift, especially if you find “selling” uncomfortable, unnatural, and/or unethical. But what about marketing? What about lead generation and business development? Another paradigm shift can … Read More

“Help”, Don’t “Sell”

Yesterday I met with a very smart, conscientious guy who takes great pride in helping his clients. He said, “I know I have to get better at sales, but I hate it!” So I recalled my journey. “Selling” is not … Read More

The Sales for Nerds Signed Bookshelf Giveway

I’ve been lucky enough to have a bunch of awesome authors come on Sales for Nerds, and Aaron Ross recently recorded his 2nd interview, for the new edition of From Impossible to Inevitable. I asked if he had any signed … Read More

Create a Weekly Calendar

If you feel really busy, but by the end of the week you haven’t done the main thing you set out to do on Monday, you may need a weekly calendar. I have to admit, I only started doing this … Read More

How not to connect on LinkedIn

Here’s a recent screenshot of my LinkedIn connection request screen: They’re both using the same spam template. Without accepting either request, I asked who was running their LinkedIn campaigns. (No response yet.) I get a lot of connection requests like … Read More

The Reconnection Challenge

I’ve been thinking (and writing, and coding, and acting) a lot about the importance of connections. Not just social media connections, but actual social connections, which take time to nurture. Social media should (and can) facilitate real connection, but often … Read More