I’ve literally been talking to clients for almost 8 hours straight. Haven’t had anything to eat all day. Just lots of water and coffee. And to be honest, I’m not as exhausted as you’d think I’d be. I even had enough energy left over to muster up this video after a long day. What’s my […]
MARKETING INSIGHTS FOR PROFESSIONAL SERVICE PROVIDERS
How much time on marketing?
I was talking to a consultant today who asked… “You don’t expect your clients to do as much marketing as you do… do you?” No, I don’t. I spend roughly 50% of my time on marketing. That’s not practical or necessary for most. But it does raise an important question. As a consultant or professional […]
Do what others will not do
Some people might get offended by this. So I apologize in advance if this makes you uncomfortable. But if it does make you uncomfortable, that means you needed to hear it. There are two kinds of people. Those who give up when things get difficult. And those who don’t. Simple enough, right? Not much to […]
What’s in it for them?
Here’s a common mistake people make when selling B2B consulting or professional services… They think that everyone in the organization they’re selling to is purely motivated by what’s best for the company. And therefore, as long as they can make the case for why their service or solution is good for “the company”… They’ll win […]
Like vs respect
“Oh that sounds interesting.”“We need to think about this some more.” “I need to consult a few people about this. We’ll get back to you.” If these are things you’re hearing a lot of in sales conversations, here’s why… You’re playing it too safe. You’re not uncovering the pain. And you’re not making a compelling […]
Uncomfortable conversations
Find your people
You can’t give what you don’t have
I’m spending 2 whole days attending some training in Nashville this week. Including travel, I’m going to be out of pocket for 2.5 days, or half my week. That’s a LOT of time that I’m not spending working with clients, taking sales calls, or otherwise working on my business. Honestly, it was tough to make […]
Clients afraid to buy?
After 15 years of using a Mac, I just bought a PC. Before you flame me, hear me out. I asked a friend for advice on what laptop to buy. He told me to look at the Microsoft Surface line up. I immediately responded with: “No way.. I’m an Apple guy. Plus the last time […]
Don’t cut your own hair
“I know there are problems with my marketing that need to be fixed… and I can’t cut my own hair” This is what a client said when I asked why she decided to jump into the 90 Day Pipeline (my coaching program) “You can’t cut your own hair” Let’s break that down Why can’t you […]