If you are itching to spend some time with what’s left of the year to make some major inroads into building your client base, this three-part series will be right up your alley.
You want to build not only revenue right now, but create a vibrant pipeline of future clients.
You want to be more visible so you can spend less time selling and more time doing.
You aren’t looking for get-rich-quick schemes, but are committed to the reliable consistency that is the mark of a true professional. Continue reading
Meet Ed Etheridge.
A staple at the local Farmers’ Market, Ed is my go-to guy for fruit. Every Thursday like clockwork, I check in with him to taste what’s new, hear his stories about organic farming and buy my week’s supply.
Ed’s joy is introducing as many people as possible to his family’s work of art and abiding passion—organic fruit.
What is that if not tribe-building?
The beauty of how Ed sells is that you can use the same elements to build your tribe, whether you’re pitching advice, books or products. On-line or off-line. The key is in the experience you offer your audience. Continue reading
I can’t even count how many times I’ve been approached by would-be authors with a book idea, looking for feedback on how it could build their brand.
We’re talking about “experts”: the consultant, researcher, niche-master. (Note: this advice is NOT for would-be novelists or memoir writers.)
Your driving reason for writing a book is not to tell your story or explore your creative muse (although you’ll need to do both), but to drive your business.
The question you struggle with is this: should you dedicate hundreds of hours of your time researching, writing, editing—and let’s not forget marketing—your book? Is it the right investment for you? Continue reading
“At times our own light goes out and is rekindled by a spark from another person. Each of us has cause to think with deep gratitude of those who have lighted the flame within us” Albert Schweitzer
Think about that, this Thanksgiving week.
About all the times that your light went out—work evaporating, the loss of a dear one, addiction, a creative wasteland, illness.
Remember how you came out of it?
Chances are, someone—maybe even a relative stranger—saw something in you that you were unable to recognize right then. Continue reading
“A tribe is any group of people, large or small, who are connected to one another, a leader, and an idea.” Seth Godin
Building your tribe is a critical part of success in the modern age.
The best tribes reject the status quo—they crave something more. By engaging their minds AND their hearts, you can win them over to become apostles for your ideas and, well, you.
So how do you stir them up? Continue reading
What’s a Negotiator? SO glad you asked. It’s that client who always wants a deal–it’s as though bargaining is in their DNA.
So unless you want to put yourself permanently “on sale”, you have to nip their negotiation attempts right up front. Here’s how. Continue reading
Ah, clients—we need them, we crave them. Consultants, coaches, advisors and freelancers mostly live in attraction mode, constantly building a vibrant roster of sweet-spot clients.
But not every client is a good client. So while you’re courting new relationships, beware of five types of clients almost never worth the trouble.
The Negotiator. The Negotiator gets a thrill every time they get a deal. They ask ”is this your lowest price?” or “I know you said this will cost $20,000, but I’m only prepared to spend $15,000—when can we start?” Negotiating prices makes sense for hotels, but since when are you a commodity? Sure, there may be times it makes sense to make a deal—you have idle staff or it’s a project you’ve been itching to do—but the classic Negotiator will ALWAYS want a deal. So unless you are ready to put yourself permanently on sale, keep a wide berth from these clients. Continue reading