It’s natural to become contemplative when one year ends and another begins, and look back at what you’ve accomplished over the past year. Unfortunately, this can also become a time to look at what you haven’t accomplished, and feel regret, frustration, or even shame about it. This can lead to lowered self-esteem, decreased motivation, and even depression. These are not the best conditions for a strong start to the year!
A period of contemplation does not have to lead to focusing on your failures or beating yourself up. Instead, it can be a positive, nurturing time that energizes and inspires you for the next phase. Here are five suggestions for turning your review of the past year into a powerful launch platform for you and your business in the new year.read more
If you’ve read my book Get Clients Now!, you’ve seen my personal definition of marketing: telling people what you do, over and over. The book also spills the beans about the secret to successful marketing: choosing a set of simple, effective things to do, and doing them consistently. Following these two pieces of advice will make your marketing both simpler and easier. You design a marketing plan, refine it, and then repeat it. Voila – clients! But there’s a problem.read more
Language is the currency of marketing. It may seem like getting clients for your business is about money, but communication is the real key. In order for someone to become your client, they must first understand what you are offering, relate your offer to something they want or need, grasp how your service can help them, and determine that you are the right person to do what’s needed.read more
When I rewrote the Get Clients Now! book for the 3rd edition, I decided to change the name of the third stage of the Universal Marketing Cycle from “getting presentations” to “having sales conversations.”
If you haven’t read the book (or it’s been a while), here’s what I mean by “stages” of marketing. The Universal Marketing Cycle is an insightful diagnostic tool to help consultants, coaches, and self-employed professionals choose where to focus your marketing efforts.read more
As a business owner, it’s important to stop periodically and review how things are going. As you near the end of the year, take advantage of the slower business demands many of us experience to ask yourself how this year was for you, marketing-wise.
Set aside a dedicated time — anywhere from an hour to an afternoon — and consider these questions.read more
We self-employed professionals are graced by a mixed blessing. No one is looking over our shoulder making us do the things we know we should. Hooray, there’s no boss breathing down our necks! But also… Uh oh, that means we’ve got only ourselves to answer to! Nowhere is this dilemma more obvious than in the area of marketing and sales.read more
Are the results you’re getting from your marketing not what you hoped for? Perhaps there is something else you should be doing. I don’t mean something more. You are probably working hard at marketing already. I’m suggesting something else.
It’s been my experience that many independent professionals just don’t market the way they should. Here are the five most common reasons, and how you can overcome them:
1. Missing information.
There’s a lot of misleading information out there about marketing.read more
Is your marketing plan producing the results you need? When was the last time you evaluated your plan to see if it is leading you toward success? Are you even using a marketing plan at all? Here are four questions to help you determine whether it’s time to reset your plan.
1. Are you getting in touch every month with at least three times as many new clients as you need? Not every prospective client will say yes. You need to have a marketing pipeline filled with prospects, contacts, leads, and referrals that you can draw from.read more
Never underestimate the power of a thank you. Not long ago, I thanked someone for helping me solve a technical problem. She replied to my note of thanks by inviting me as a guest speaker for a group she chairs. I didn’t even know she chaired this group and I had never considered speaking there. This speaking opportunity would never have occurred if I hadn’t taken a moment to say thanks. It started me thinking about how often saying thank you turns into paying business.
Here in the U.S., it’s Thanksgiving week, when we often pause to reflect on our gratitude. So it’s an excellent time to consider seven ways of saying thank you that can bring you more clients.read more
I heard a story on the This American Life podcast about a man waiting on a subway platform, and in the crowd was another man walking up to people, saying, “You’re In. You’re Out. You, you can stay. You — gotta go.” The story teller found himself secretly wanting to be picked to stay, which was odd since what the man was doing was completely arbitrary. I love this story because it reminds me of what we do to ourselves, how we consciously (or unconsciously) choose people in our lives. This applies to people in all areas of your life: friends and family, as well as clients and business associates. You can decide: You, you can stay. You, you gotta go.read more