You’ve finally created your lead magnet, put it on your site, and you’re excited to sit back and let the money roll in. And… crickets. Why didn’t it work? There are lots of reasons your lead magnet doesn’t convert, of … Read More
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Why “Sales” Sucks for Solo Consultants, and Trying to Fix It Just Makes It Worse
We’ve all experienced the attack of the aggressive salesman, chasing us across the car lot, shoving a business card at us while we’re just trying to grab a drink, calling and emailing incessantly, trying to wear down our resistance until … Read More
Turn Zoom Meetings (and other content) into Evergreen Lead Magnets
One of the (many) challenges of solopreneurship is the feast-or-famine cycle of business development and project work, because there’s never enough time. Heaven forbid you might want to have a vacation in there somewhere. (After all, is it vacation if … Read More
The Simple Sales and Marketing Audit for Solo Consultants
The vast majority of solo consultants I encounter want more leads, and they invest a lot of time, money, and energy to get those leads, usually with disappointing results. They go through the “Cycle of Doom” (see below), or so … Read More
Everyone updates the fine print, but what about your website headline?
Happy 2025. Many of you probably updated the copyright notice at the bottom of your website to include the current year. (Although I am not a lawyer of any kind, let alone a copyright lawyer, my understanding is that you … Read More
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
Your Consulting Website Has 1 Job
To get you leads. That’s it. Everything else is just for fun. (A polite way of saying “vanity metrics” or “waste of time”.) Even if you don’t get any leads directly from your consulting website (often a self-fulfilling prophecy), people … Read More
The biggest lie on most indie consulting websites
Naturally, Jonathan Stark has summed it up better than I ever could. Check out more consulting comics (and lots of other consulting wisdom) on Jonathan’s site. Also make sure you listen to his interview on Sales for Nerds about ditching … Read More
Positioning is a lever for consultants to make sales and marketing easier
Levers are one of the basic machines you may have learned about way back in high school physics. Or, if you go back even further, the see-saw on the playground provides a visceral appreciation of leverage. If you sit further … Read More
The secret 2 step sales process to get consulting clients: it’s not quantum mechanics!
Some consultants, especially when they are uncomfortable with the sales and marketing side of running their own practice, have a tendency to make sales more complicated than necessary. They buy lots of books, take classes, implement enterprise-level CRMs, etc. (So … Read More