I often wonder how the practice began of pretending to be someone else in order to market your business. You know what I’m talking about — it’s the marketing face, the selling voice, that you often put on in order to attend a networking event or make a sales call. Who taught you to do that? 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)

In this extended audio interview hosted by Ellen Britt of Marketing Qi, C.J. shares dozens of essential sales and marketing secrets. The live audience for this program said it was one of the most helpful talks they had ever heard on marketing Read more (members only)

Do you find sales and marketing to be a constant struggle? It doesn’t have to be that way. The most successful professionals make it look easy because they have found a way to market themselves that is effortless. Perhaps you have tried to copy what those successful people were doing, and it didn’t work for you. Here’s why. Read more (members only)

You can spend hours, days, and weeks of your marketing time attending networking events, looking for places to speak, having lunch, and writing articles. But if you want your efforts to pay off, sooner or later you have to pick up the phone and call someone. Read more (members only)

Let’s face it, many service business professionals treat self-promotion as a necessary evil. We know we have to do it, but we just don’t like it. Professionals often say, “I love my work, but I wish I didn’t have to keep finding customers.” We describe the process of marketing as distasteful, frustrating, intimidating, and just plain scary. Read more (members only)

Pat Lynch of Women’s Radio interviews C.J. on some of the key sales and marketing secrets of the GET CLIENTS NOW! system. Here’s what you will learn in this audio: Read more (members only)

In the wake of disasters like the Sept. 11th attack on the World Trade Center and Hurricane Katrina, there are many question marks in the air. When a tragedy strikes, I hear clients, students, colleagues, and the people from around the world who correspond with me asking many things, of themselves and others. Read more (members only)

Lately, people have been telling me that they hate marketing and don’t want to do it. They hate it so much that even though they are in love with what they do — or want to do — for a living, they will not do what it takes to get out in front of prospects. Read more (members only)

Independent professionals pay a lot of attention to the mechanics of marketing. They take classes, read books, and hire experts to learn how to do the best job possible. When I first work with a client, I often discover that his or her knowledge of marketing techniques is quite good already. What might be lacking is the right marketing attitude. Read more (members only)