Prospective Clients WANT to Hear from You

Every time I give a marketing workshop or talk to a new coaching client, I hear the question: “Aren’t I bugging people if I keep following up with them?”

The answer is no. The only circumstances under which you would ever be “bugging” prospective clients would be if they’ve already told you they are not at all interested in what you offer, or asked you specifically to stop contacting them. In any other situation, your continued contact with a potential client is not only acceptable, it is often welcome.

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5 Reasons Why Being Stubborn is a Good Thing

Being stubborn is a great trait when it comes to marketing your business. The more you can be persistent in your marketing, the better; remember the axiom that OK marketing, done consistently, is better than great marketing, done inconsistently.

To that end, here are five ways to that being persistent in your marketing will benefit you and your business.

It makes marketing easier
Be stubborn about making sure your marketing is a priority, that you’re using the same marketing strategies consistently, and that you have a set result your marketing is trying to achieve.

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Four Tips for Staying Persistent in Your Marketing

Sometimes you feel like you can rock your business marketing, really get out there and let the people know about all the great stuff you do. Other times, you may have a harder time of it. Everyone has those days, when even the most modest marketing tasks feel like an effort. That’s where persistence comes in.

Persistence: firm or obstinate continuance in a course of action in spite of difficulty or opposition. (Thank you, Google.)

How do you stay persistent, then? Automation. Habit. Mindset. Accountability.

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How to Keep Your Marketing Up When You Feel Down

Even the best marketing doesn’t always pay off quickly. In the lag time between when you launch a marketing campaign for your business and when you start to see results from it, it’s easy to become discouraged. Especially when you work mostly solo, it can be a difficult task to keep yourself motivated about marketing when there isn’t an immediate payoff.

Once your marketing does begin to work, you may still encounter times when it’s hard to keep it going. You may become overloaded with client work and feel like there’s not enough time to market. Sometimes you may feel blue and begin to wonder if any of your efforts are worthwhile. Or it may just be that marketing isn’t your favorite thing to do.

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Need More Referrals? Partner Up!

Have you ever considered that prospective clients who are referred to you are much more likely to hire you than those who come to you in any other way? The endorsement of a referral carries so much weight that referred prospects ask fewer questions about your qualifications, are less likely to shop for the lowest price, and typically make their buying decisions much more quickly. In fact, they are often pre-sold when they contact you.

With the value of referred prospects being so high, it makes sense for generating more referrals to be an essential component of your marketing. But many professionals limit their ability to gain referrals by concentrating all their efforts on current and past clients.

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How to Build Trust with Potential Clients

“But how do I get them to trust me if they don’t know me?” my client asked.

“Exactly,” I replied. “They have to get to know you in order to trust you. Either that, or they need to be referred to you by someone they know and trust already.”

Client: “So, you’re telling me that making cold calls and running ads are a waste of time and money?”

Me: “Yes. Unless you use those tactics to open the door to your prospective clients getting to know and trust you. If you expect to move from a call or an ad to a quick sale, you’ll be disappointed.”

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Marketing: The Bottom Line Your Business Needs You to Pay Attention To

Your business has multiple aspects to it, things that need attention. Some are more important than others, some more fun than others. There’s one bottom line that needs consistent attention no matter what though, and that’s marketing.

Marketing can have vague connotations: does that mean posting fliers, or hiring a consultant? Does it mean going to mixers, or investing in social media? It could mean any or all of these marketing strategies; while it’s important to find the right marketing strategies for you and your business (you can read more about that here), what’s most important is that you do some kind of marketing on a regular basis. If not, your business will soon be in trouble. The question is, what’s the best way to do that?

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How to Figure Out What Marketing Strategies to Use

Maybe you’ve been there: you’re talking to someone in your industry at a mixer and they ask you if you’re using [insert name of the latest trend here] to market your business. Or you’re talking to a seasoned business owner and they say that “everybody” in your industry uses [a certain marketing strategy], making it sound mandatory. You stand there frozen: a) not knowing if those strategies are right for you; or b) wondering what you did wrong, because you tried those strategies and they didn’t work. You’re left wondering, how do you figure out what marketing strategies are the right ones for you?

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Sales for the Asking

“So that’s what I have to offer you, Mr. Prospect. What do you think?”

“Well, Ms. Professional, I’d like to think about it.”

“Okay, may I call you next week?”

Does this dialogue sound at all familiar? Yet another sales conversation is ending with a stall from the prospective client. Is he actually interested in hiring you, or was that just a polite way to say no? What exactly is it that he wants to think about?

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Hard Work + Smart Choices Aren’t Always Enough to Land Clients

You’ll often hear me say that the secret to finding clients is to make effective choices about what to do to market your business, then do those things over and over. While that advice is absolutely true, implementing it sometimes runs into some roadblocks.

What happens when you deliver what you think is a dynamite 10-second introduction, but your prospective clients don’t seem impressed? Or you have several lunches with potential referral partners that seem to go well, but no business results from them?

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Jan 12, 2018

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