What kind of question is that, anyway? Like a restaurant, you want to attract clients/patrons who will enjoy the experience, come back for more, and refer friends. You also may have to deal with people who peruse the menu and … Read More
customer segmentation
How many seconds?
How many seconds does a visitor take on your site to figure out if they belong? If they are part of your tribe? If your offering is what they need? On mobile? Do visitors have to scroll to figure this … 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
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
Competing against bigger firms
If you run a small firm, or perhaps your firm is you, you’ll sometimes find yourself competing against bigger firms. This can feel intimidating. These firms have more people, bigger budgets, slicker marketing, and often dedicated sales people. If you … Read More
Our own beliefs are the biggest sales obstacle
Sales is hard for anyone, but especially when you start your own professional services business, your own beliefs are often the biggest obstacle to sales. I started with some strange, self-limited beliefs about sales. Over time, I realized that I … Read More
LinkedIn Automation Gone Wrong Stories?
LinkedIn is a great place to curate a your professional network, keep track of people changing jobs, launching new venture, and sharing interesting content, but LinkedIn automation has filled our inboxes with spam. Some recent connection requests in my “inbox” … Read More