sales

Solo consultant as sales manager

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

21 Day Independence Day Challenge

Does your positioning do most of the sales and marketing work for you? Or do you have to slog to get leads and then try to close them? When your positioning is doing the work for you, you have easier … Read More

Get More Referrals

Great referrals are the best way to get consulting clients. Yet so many consultants don’t do much to actively get more referrals. How can you change this? How can you get more (and better) referrals, without feeling slimy? First, make … Read More

How to choose between 2 consulting niches

When I ask people who their ideal client is, I often get answers like, “I serve a lot of different people/companies/industries.” That’s fine, but I wasn’t asking who you could conceivably serve– your Possible Client Profile (PCP, which is a … Read More

I know what I’m supposed to be doing, I’m just not doing it…

Ever been in that situation before? (Like how I was supposed to write this post a week ago, but somehow didn’t.) I’ve noticed 2 major issues when I’m having trouble getting started on something. A lot of folks make some … Read More

As a solo consultant, you don’t have time for a wide sales and marketing funnel

If you’re worried about where and when you’ll find your next client, the natural reaction is to look in more places– to go broader, and create a wider sales and marketing funnel. Unfortunately, this is like the snowboarder who starts … Read More

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

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

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