Small Business Owner

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

The most valuable page on your consulting website?

What’s the most valuable page on your consulting website? And how would you know? Wouldn’t it be nice to know which pages convert visitors to leads who go on to buy your services, and how much they buy? Now you … 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

Call Scripts for People Who Hate “Selling”

Call scripts get a bad rap, because they can be terrible, especially if you use them wrong. But call scripts can be really useful to: Give you a game plan for a call, instead of struggling over what to say. … Read More

Simple Video Call Tips

Now that we’re all stuck inside thanks to the coronavirus, video calls are the next best option, but most of us hate how we look on video (or so I’m told) and don’t know how to make the most of … Read More

LinkedIn Automation request

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

professional services sales trap

The professional services sales trap

Professional services people can be great at sales (and marketing), but we often struggle. Why is that? I think it has to do with the “professional services sales trap”, which actually sets your own expertise against you. In the last … Read More