I never really worry about how to stuff every single second of every single day with “productivity.” I’m concerned with a better, more effective version of time management: LEVERAGE. AKA the things you can do that produce a very high return on the investment and time required Consultants can find leverage by asking themselves these […]
MARKETING INSIGHTS FOR PROFESSIONAL SERVICE PROVIDERS
The Only Opinion That Matters
For years now, we’ve been putting out an enormous amount of content. And still, probably once a week, I’ll have that moment of doubt… “This isn’t good, this isn’t going to help anyone, it’s going to have 0 impacts.” And yet, when I put it out, I get the comments and the messages back from […]
Credibility vs. Relevance
You know what’s better than letters next to your name? Or all the experience & degrees in your LinkedIn bio? Clients who actually want to engage you. And sure, degrees and expertise and credibility are a part of it. But not all of it. Not even MOST of it. The world is full of broke […]
The New Way To Sell
Big shift in the last few years: Consulting, B2B offerings, services, etc etc… These are all BOUGHT. Not sold. And there’s a big difference. This difference is why a lot of entrepreneurs and service providers have trouble raising their prices. It keeps them on the “hamster wheel.” And it prevents them from forging the trust […]
One Hat At a Time
One of the biggest differences between consultants who can really effectively sell their services… And those who CANNOT… Is that they wear the “consulting hat” all the time. A lot of times they’ll approach the sales call like it’s a consulting call. And that’s one of the greatest ways to instill DOUBT in the mind […]
The Missing Piece
Want to know how to KNOW you’re going to succeed? I was listening to a podcast with a famous copywriter named John Carlton the other day. And he said something that stuck with me. When he got into copywriting, he just kind of dipped a toe in because he wasn’t certain at first. But then […]
Decisiveness = Contagious
Let me tell you about how moving into a bigger office made me 3 new sales I’d been hemming and hawing over whether I should upgrade to a bigger office space. It was partially about capitalizing on an opportunity. An office across the hall opened up from mine, and it’s bigger, and it would enable […]
When To Say No
I said no to a very interesting opportunity the other day. What happened was, a really cool, exciting new healthcare company approached me. They’re scaling, growing, expanding, and it’s all on the back of a super innovative new product (you might have heard of). Anyway, they wanted to bring me in…. have me run their […]
Problems Don’t Disappear
A month ago, I had what was probably the worst day of my entrepreneurial life. Two things happened. The first was costly in terms of my mental space — emotional regulation, distraction, worry, etc etc. The second was all that… plus an actual USD cost of $20,000 (unexpected). Here’s what they were, and what I […]
Just Pick One
A tale of two consultants: Let’s call one of them Mike. And the other Sarah. Mike grows fast. He’s a risk taker and he goes all in on growth. And what happened is, his growth outpaces his systems, his operations, his capacity. Things start to break. They break over and over again. So in his […]