If you’ve ever been in a Zoom networking meeting where attendees post contact info in the chat, and the host reminds everyone to save the chat, and you actually remember to do that, but the then file disappears somewhere in … Read More
customer segmentation
Why Your Consulting Lead Magnet Doesn’t Convert
You’ve finally created your lead magnet, put it on your site, and you’re excited to sit back and let the money roll in. And… crickets. Why didn’t it work? There are lots of reasons your lead magnet doesn’t convert, of … Read More
Zoom Networking, the Fortune is in the Follow-up
Zoom networking followup (or lack thereof) is the most essential task if you want to make Zoom networking effective. You could spend your whole week in Zoom networking meetings and never move your business forward if you don’t have good … Read More
Why “Sales” Sucks for Solo Consultants, and Trying to Fix It Just Makes It Worse
We’ve all experienced the attack of the aggressive salesman, chasing us across the car lot, shoving a business card at us while we’re just trying to grab a drink, calling and emailing incessantly, trying to wear down our resistance until … Read More
If your TODO list keeps growing, it’s no longer a TODO list
It’s an anxiety-producer. Because your time and energy are finite, an ever-growing TODO list means that tasks are piling up faster than you can process, delete, delegate, or complete them. This leads to the paradox of high-stress, high “business”, but … Read More
AI for Solo Consultants: Your Intern, not Your Replacement
There’s a lot of talk about AI replacing and transforming jobs, which has some kernels of truth alongside a whole lot of AI-hype. It’s hard to throw an AI-generated rock without hitting a newly minted “AI Expert” or “AI Strategist”. … Read More
Selling a Porsche to a Honda Buyer
“It’s even smaller than I pictured, but I guess I can make it work. How much is it?” “$195,000.” “What? But the Honda I’m looking at is $30,000.” “Well, that’s a very different vehicle.” “I know. It has more room, … Read More
Who should I talk to next?
It’s one of the big dilemmas– we know we need to do a better job of following-up, but with limited time and limited energy, how do we know who to follow up with? I know I’ve spent hours staring at … Read More
Language doesn’t just describe, it creates reality
If you’ve never read Chalmers Brothers’ wonderful book Language and the Pursuit of Happiness, I recommend you do. (Check out my interview with Chalmers on Sales for Nerds.) Tell me if it doesn’t change the way you think, and if it … Read More