Did You Ask for the Sale?

Did You Ask for the Sale?

A long time ago, in a galaxy far, far away, I was on the organizing committee for a huge event. We rented out a venue that could hold 1500 people and hoped to fill it as full as possible. We engaged a well-known author and speaker. We had multiple teams of volunteers handling the event promotion, venue logistics, lunches, back of the room book sales, travel and other arrangements for the speaker. In short, we were on it.

As event day drew closer, we noticed ticket sales were lower than hoped. Not to worry, we thought; we know that many people wait until the week or two before an event to buy their tickets. Nonetheless, the promotion team redoubled their efforts to get the word out. One week before the event, ticket sales still lagging, we realized we had a serious problem and were not likely to meet our goal. Again, the promotion team made one last effort to get the word out.

When the big day arrived, we had fewer than 100 people in attendance. We barely broke even on the event and our efforts to fill the organization’s coffers — and bring a message of hope and transformation to a big audience — were, well… failing.

Five Steps to Getting Your Writing Published Beyond Your Own Blog or Site

Five Steps to Getting Your Writing Published Beyond Your Own Blog or Site

Writing and publishing articles or blog posts as an expert in your professional specialty can help you become more credible as well as more visible. A well-written piece on a subject of interest to your target market will get clients’ attention, demonstrate your expertise, and increase your name recognition. When your writing is published by someone other than yourself, the boost to your credibility can be substantial.

But if you’ve only ever published your writing on your own blog or website, the process of getting published elsewhere may seem intimidating. Here’s a step-by-step guide to publishing your writing with the aim of attracting more clients.

Seven Ways to Get Clients to See You as an Expert

Seven Ways to Get Clients to See You as an Expert

As a self-employed professional, the view that prospective clients hold of you is crucial. What you want is for clients to see you as an expert. How clients perceive your level of expertise will influence not only whether or not they hire you, but also how much they’re willing to pay, how easy it is for you to close the sale, and whether clients award you big projects or small ones.

It may feel like you, the person to be hired, don’t have much power over clients’ perceptions. You may believe that clients will make their own decisions about how — or whether — to work with you, regardless of what you do. But that’s not true. There is much you can do to influence how potential clients view you before you ever have your first conversation with them. Here are seven ways you can influence clients to perceive you as an expert.

Six Steps to Get Your Audience to Read What You Write

Six Steps to Get Your Audience to Read What You Write

If you’re a self-employed professional who wants to get the attention of prospective clients by writing blog posts, magazine and journal articles, case studies, or an ebook, you already know this problem. Writing material like this takes up time and brain capacity. There’s nothing worse than sweating over a piece for hours and then having only a handful of people read it.

With a bit of care and attention, you can turn that situation around, and start attracting the readers you want. Here are six steps to get your desired audience reading what you write.

4 Ways to Market in Your Sleep

4 Ways to Market in Your Sleep

As an independent professional, the demands of marketing your business have the potential to give you many sleepless nights. It often seems that the list of things to do is endless, and there simply aren’t enough hours in the day to market your business, serve your clients, run your office, and keep up in your field.

But instead of staying up at night trying to find time for marketing that just doesn’t fit into your busy day, a better strategy can be to engage in marketing activities that will work for you while you sleep. Here are four ways to approach this kind of set-it-and-forget-it marketing.

5 Steps to Build Your Business with Writing

5 Steps to Build Your Business with Writing

To get clients as a self-employed professional, you must build the know-like-and-trust factor that makes people want to buy from you. You can increase their knowing with any sort of contact, exposure, or follow-up. When their exposure to you is positive, they start to like you. But building their trust — that can be harder.

In the 20+ years I’ve been self-employed, I’ve found three strategies that reliably increase trust: speaking, writing, and referral-building. All three of these strategies work to increase your professional credibility, which is a strong trust builder. Let’s look at the writing strategy in more depth.

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