When I grow up, I want to be like those awesome people who always seem to be putting the right people together– super connectors. I used to think you had to be some kind of extroverted freak who actually enjoyed … Read More
customer segmentation
The 2 Words You Don’t Want in Your Positioning Statement
Your positioning statement, elevator pitch, brand story, whatever you want to call it, should be doing a lot of heavy lifting for you. But there are 2 very short words that always weaken your positioning. (And I know some folks … Read More
Positioning is a lever for consultants to make sales and marketing easier
Levers are one of the basic machines you may have learned about way back in high school physics. Or, if you go back even further, the see-saw on the playground provides a visceral appreciation of leverage. If you sit further … Read More
What’s on your Not-to-do List for 2024?
Lots of folks make resolutions to do X, Y, or Z in the New Year. Nothing wrong with that, I say. Except that you might have made similar resolutions last year. And maybe the year before that. And before that. … Read More
The secret 2 step sales process to get consulting clients: it’s not quantum mechanics!
Some consultants, especially when they are uncomfortable with the sales and marketing side of running their own practice, have a tendency to make sales more complicated than necessary. They buy lots of books, take classes, implement enterprise-level CRMs, etc. (So … Read More
What’s the best CRM for an independent consultant?
People constantly ask me, “what’s the best CRM for independent consultants?” Actually, they usually don’t even qualify the question that much. They just ask, “what’s the best CRM?” (“CRM” stands for Customer Relationship Management, but most folks use it more … Read More
Generate Compelling Consulting Content from Conversations
A lot of consultants are very on board with the theory of creating compelling content for their ideal consulting clients to attract those folks online (and turn them into leads and conversations with lead magnets). But sometimes it’s hard to … Read More
The (Lack of) Fortune is in the (Lack of) Follow-up
Consulting projects are “considered purchases”, so the (lack of) follow-up is often the determining factor in the purchase decision. The larger the project, the more consideration buyers give (and the more you should give as a consultant– do you really … Read More
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