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
sales
Use AI to make you more human, not less
A lot of excitement about AI for consultants is about creating content and trying to automate relationships. But speaking (out loud or in written form) is not the same as communicating. And communicating is not the same as connecting. If … 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
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
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