Do people know if they’re in the right spot when they come to your home page? “Well, yes. It says right here I help fix business problems. If they’ve got a business, they certainly have problems, and then they know … Read More
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Ways to define your ideal consulting client
If you don’t know who your ideal consulting clients are, how will you work with them? Not knowing your ideal client profile, and not therefore not being able to position yourself and your services to your ideal client, is the … Read More
Lead Links: Get leads without dealing with your website
Your website has one job: to get you leads. But you may not be a webmaster, and your webmaster may have just left for Costa Rica for the year. What to do? With Lead Links, you can now let Mimiran … Read More
Client Pre-Meeting Questionnaire
Before you schedule a consultation with potential clients, do you ask for some upfront information? I have, but not as systemically as I should. I want it to be short and sweet, not overly burdensome, but enough to give a … Read More
Just because you’re solo, you don’t have to sell alone
One of the hardest things about being a solo consultant is selling solo. People joke about sales reps being “coin operated”, but it’s more accurate to say that are motivated by competition (in addition to compensation). If you’re a solo … Read More
Call Mode: An easier way to make sales calls
Most people don’t really enjoy making sales calls. I’ve found that if I’m doing a good job helping prospects, not just selling them, the conversations are easier, more fun, and more productive. But knowing who to call next can be … Read More
How do you stay in touch with your network?
This question has been piquing my interest a lot lately. There’s just not enough time to stay in touch with family, friends, colleagues, clients, prospects, and acquaintances with the frequency and depth that I’d like. Sporadically, I make a pass … Read More
ROI Calculators
Now you can embed ROI calculators in your lead magnets (or proposals). ROI Calculators are popular online because they promise to help your prospects discover just how valuable your offerings are. However, this promise is often unrealized because: Online calculators … Read More
How to turn a sales conversation into a proposal
How many times have you had a great meeting with a prospect, had the prospect ask you for a proposal, think, “I’ve got this one”, and then sit down and realize the proposal isn’t going to be as easy as … Read More