Most of us play in markets with well-established competitors. They’re bigger than us. They’ve been at it for longer. They have more money. They have a longer track record. Maybe they’re bona fide celebrities in the marketplace. It can be intimidating to try to compete with these folks. No matter how much value you bring […]
Jason Foster is the Founder of Cynozure, a big data consultancy based in London, UK. Jason’s team has a wide breadth of experience in the big data space. But this presents a challenge. How can they pinpoint a specific target market to pursue when their capabilities and experience are so diverse? In this hot seat […]
Within 24 hours, I had signed a new client and lost another client. On a Monday afternoon, I left a meeting with a prospect I’d been nurturing for months. We agreed that now was the right time to start working together. The next morning, I received a call from an existing client who said they […]
“I have two problems… I lack direction and I don’t have time.” These are the exact words a consultant said to me over the phone. In just a few words, he captured the struggle 99% of consultants and service providers face with their marketing. DIRECTION + TIME Without direction, you’ll spin your wheels. You’ll try […]
Spoiler alert: the world doesn’t revolve around you. No one cares about your business. No one cares about your goals. No one care about your problems. The faster you get over that, the more successful you’ll be. If you’re in the business of creating value for your clients (I don’t know of any other business […]
There’s always a tradeoff between revenue and reach. When you have limited time and resources, you need to decide which outcome to optimize for. You can either bring in new business or work on expanding your reach. The key is to be deliberate about that decision and own it.
If you’re asking for the business, you’re going to face a lot of rejection. If you’re not getting rejected, you’re probably not asking enough. In this episode, I’ll share how I react when a prospect says “no”.
I’ve been reading Ray Dalio’s book, Principles. There’s a section in the book where Ray talks about decision making. In this episode, I’ll talk about how you can apply Ray’s advice to make better decisions for your business (and avoid bad ones).
The consulting or professional service transaction begins with a conversation. If you make it easy for prospects to talk to you, you’ll open up more relationships that you can nurture into revenue. But if you put up too many obstacles to a conversation, you’ll throttle your own growth.
Matt Inglot is the Founder of Tilted Pixel and host of the Freelance Transformation podcast. In this episode, Matt shares the story of how he scaled down his marketing agency into a “micro firm” so he could make more money, work fewer hours and avoid the headaches that come with running a large agency. Show […]