A lot of folks in marketing overuse the term “authenticity”, like it’s some kind of commodity you can fake, and thereby increase sales. But authenticity is precious, which is why so many people are trying to fake it. This goes … Read More
proposals
Small Year-end Solo Consulting Housekeeping Tips
Happy holidays! I hope you’re taking some time away from business to be with family, friends, nature, a good book, etc. But this is also a good time to make some adjustments while you may have a moment. Here are … Read More
Proposals don’t win deals, they lose them
“Sounds good, can you send me a proposal?” These words used to excite and terrify me. Then, I’d go off to write an amazing proposal to wow the prospect and win the business. So much stress, for so little success. … Read More
The Maximum Social Network Calculator
A lot of consultants invest a lot of time, money, and energy in “networking”, understandably hoping to create a strong referral circle. But often this leads to frustration, rather than results. Here’s how we can do a better job networking, … 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
Calls to Action that Convert for Independent Consultant Websites
The job of your website is simple: to get leads. But how do you convert visitors to leads (and leads to conversations)? You present a Call to Action (CTA), so the visitor can take a natural next step. That CTA … Read More
Are we having fun yet?
As consultants, project work is usually fun (at least if you have the right clients), but business development can seem like a slog, or even, as I thought of it, a “necessary evil”. But if you’re not having fun with … Read More
Proposal Webinar
Do you get butterflies when a prospect asks for a proposal? I did, too. I knew the proposal was a necessary step, so I liked getting the request, I just didn’t like going off and writing the darn thing. That’s … Read More
Client Pre-Meeting Questionnaire
Before you schedule a consultation with potential clients, do you ask for some upfront information? I have, but not as systemically as I should. I want it to be short and sweet, not overly burdensome, but enough to give a … Read More
Are you a spy? doctor? consultant? or salesman?
Your title says Consultant on your LinkedIn profile, but what does the rest of your profile say? What about your website? Many consultants act like spies, hiding what they do, or doctors, who will tell you if you ask, but … Read More