“I’m charging way more for my services now and playing a bigger game. But the challenge is getting used to thinking at a higher level.” This is what one client recently told me. When we started working together, his pricing was low and he wasn’t offering enough value to his clients. After about a month, […]
Podcast Episodes
How to Find Your Consulting Sweet Spot With Kristen Gallagher
Kristen Gallagher is the founder and CEO of Edify. In this episode, Kristen shares the story of how she launched Edify and turned it into a leading learning and development firm for growing startups. Listen here… Show Notes Kristen shares her backstory What made Kristen leave her job to launch Edify How Edify’s business model […]
“Head-sand-itis”
There’s this terrible disease that I’ve noticed seems to be rampant among entrepreneurs. Until recently, I didn’t know what to call it. I just knew how destructive it was. Well, apparently it has a name. It’s called “head-sand-itis”… And let me tell you, this thing is deadly.
Don’t do anything
Every now and then, people don’t show up for calls. It doesn’t happen to me very often. And when it does, it’s frustrating. But it also comes with the territory. When you’re putting yourself out there… When new people are coming into your world… And you’re booking conversations with prospects because your marketing is doing […]
Expert posture
There’s a lot of BAD advice out there about sales and selling. Even if it’s not bad advice, it’s usually meant for “professional” sales people — or those who sell for a living. But if you’re a consultant or any kind of expert who sells services, advice and insights… Not only does much of the […]
Answer this
There are two types of consultants… The first is the low level service provider. This consultant does whatever clients want them to do. They sell service and solutions. They take orders. And they do fine work. But as soon as the client can find a cheaper low level service provider, they’ll take their business elsewhere. […]
You cannot outsource marketing
It’s an alluring idea. Without having to lift a finger, you can have qualified leads magically handed to you on a silver platter. All you need to do is show up, have a brief conversation, and collect your check. This is the dream that appointment setters and outsourced lead generation companies would have you believe. […]
How do you make decisions?
Choose your clients wisely
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 […]
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 […]