We spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that’s true. Finding the right people to contact, Read more (members only)

When you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like “call Donna Sanchez” and “follow up with Floyd Corp.” been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, Read more (members only)

Once you’ve decided on a networking event to attend, what can you do to prepare for a positive and productive networking experience? Here are seven pre-event planning steps to help you feel more confident when you enter the room. Read more (members only)

What does nearly every independent professional wish for when marketing for new clients? They wish they could see results faster. Time is the worst enemy of a small business owner. I’m convinced that the day I chose to open my business, the clock started Read more (members only)

A question I often get from clients and students goes something like this: “I’ve been collecting marketing ideas… and I have a drawer full! I also have a stack of promising leads I’ve accumulated. And I know it’s important to stay visible, so I do a lot of Read more (members only)

In this audio interview hosted by Cole Silver, author of How to Create Wealth and Freedom in Your Law Practice, C.J. describes key sales and marketing strategies for professionals, beginning with the core principle that you’ve “gotta have a system” Read more (members only)

It often happens that we follow up with prospects multiple times without getting a response. If you call them, email them, and send them letters, but you never get through or hear back, at what point should you scratch them off the list and move on? The rule I’ve always used to make this decision is: evaluate the value of the potential sale. Read more (members only)

Doing a good job at follow-up is a piece of cake. You just capture every lead or potential referral partner you run across, then place a call or send them something, or both. If you don’t make a sale right away, you calendar them for the next follow-up and do the same thing again. Pretty straightforward, isn’t it? So why is follow-up such a problem? Read more (members only)

The most important factor in getting people to return your calls is not the content of your message, but rather your pre-existing relationship with the person you are calling. If they know who you are and have a positive experience of you already, they are much more likely to return your call, Read more (members only)

“I’m really good at what I do, but marketing isn’t my strong point. If someone else could develop the leads and book appointments for me, I’m sure I could land more clients once I got the chance to talk to them. Can’t I just hire someone to do my marketing for me?” Read more (members only)