referrals

Consulting positioning math

As a consultant, nailing your niche is hard, but consulting positioning math can make it easier. I think we’re wired by evolution to fear “scarcity”, even when it’s not “rational” for us to do so. We seem to hate niching … Read More

Convert Consulting Visitors to Leads and Conversations

Your consulting website has one job: to get you leads. But once you have those leads, it’s your job to have a conversation to see if and how you can help the lead. We looked into having a Call to … Read More

Consulting Positioning Easy vs Hard

Ways to define your ideal consulting client

If you don’t know who your ideal consulting clients are, how will you work with them? Not knowing your ideal client profile, and not therefore not being able to position yourself and your services to your ideal client, is the … 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

Introvert's Edge Guide to Networking

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

stand out with positioning

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

The Bar Test

passing the bar test for positioning

What do you say when people ask what you do? In person? On your website? On LinkedIn? When you’re talking to your friends? What do your clients say you do for them? Is your answer consistent and authentic? For many … Read More

always-be-closing beliefs are the biggest sales obstacle

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

Closed for business

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