What to Say Next When the Client Says No…

You’ve done your best to convince the prospective client that you are the right person to help them achieve their goals. You’ve done your homework, understand the client’s needs and are sure that you can help them. But, the client still has reservations about proceeding and raises an objection that catches you a bit flat-footed.…

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A 3 Step Plan for Landing Bigger More Profitable Clients

Want to land a high dollar client or two and haven’t been all that successful? Then you may want to reconsider the way you promote your practice… Why? Because most of the marketing professional services providers do won’t even get them close to corporate decision makers. Marketing channels like Twitter, Facebook, blogs, networking events or…

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The 3 Little Words We Should NEVER Say to Clients

I was working with a client a few years ago to assess his marketing efforts. Each Tuesday, we would meet at his California office in the hour just prior to opening. Our second session ran over a bit and his phone rang. It was a prospective client who wanted to make an appointment. I overheard…

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3 Huge Reasons NOT to Charge by the Hour

When I first started my own practice 28 years ago, I began quoting my fees on an hourly basis because I didn’t know any better. Before that, I had been a COO in a public company that used coaches and consultants who charged by the hour. So, when I struck out on my own, I…

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How You Can TRIPLE the Number of Leads You Get Now

Let’s face it… the old-fashioned elevator speech is dead… or at least, it should be. You know… those boring 30-second self-introductions that one rattles off when we introduce ourselves. These memorized commercials about you are rarely effective or memorable. Does anybody really listen to elevator pitches anyway or are they more worried about what they…

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How and When to Fire Crappy Clients

If a client is showing any of these three signs, it may be time to think about letting them go. The time and energy you spend on dealing with them will be better-spent marketing or paying more attention to your “A” list accounts… Why? Crappy clients will slowly suck the life out of you. They…

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How to Get Clients to Recommend You…

People like to do business with those that they know, like and trust— but unfortunately, building such credibility can take time— Time that many of us don’t have. The good news is that you can hack the process and accelerate it with the help of others. So how can you get recommendations like this? There are…

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Burn Your Brochures and Do This Instead

At the risk of expanding your carbon footprint, let me make a wild and crazy suggestion. This little insider trick has worked well for me and clients of mine in the past. Just last month, a current client went to a financial services conference with this idea and the attendees loved it, grabbed his NEW…

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Swipe These 11 Crazy Good Headline Formulas

80% of an ad, brochure or article’s success is in the headline. But, now you don’t need to wrack your brain trying to come up with a headline for your latest project… We’ve got you covered with these eleven proven templates. I didn’t make these up… they are based on decades of research and just…

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