Selling professional services can often be a challenge because of their intangibility. When a client hires you to deliver a service such as accounting or web design, they can’t see the outcome in advance. They have to trust that your work will produce a result they will like, Read more (members only)

Lately, everywhere we look, from the in-flight magazine in our seat pocket to the Sunday Style section of the Denver Post we notice an article on networking: the right way to network, the wrong way to network, what it is, what it isn’t, how to, how not to, and more. Read more (members only)

Marty Marsh interviews C.J. Hayden on what’s stopping you from getting clients and what to do about it. What are the barriers that prevent talented entrepreneurs from building a thriving business? You can overcome these challenges and attract more clients with less effort Read more (members only)

The process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, Read more (members only)

This sample proposal for a corporate training program could easily be modified to use for a consulting or coaching proposal. It includes a summary of the client’s needs, description of the trainer’s qualifications, outline of the proposed program, and two pricing options. Read more (members only)

One of the biggest challenges in selling professional services is that what you are offering is intangible. Your product can’t be seen, touched, or tasted. Until your prospective clients experience what you do, they have no way of knowing if it will turn out, whether they will like it, Read more (members only)

In a previous article, The Pop Quiz You Need to Pass, I talked about three simple questions you must be prepared to answer any time you speak with a prospect. One of these three is: “How will I benefit by using your services?” Read more (members only)

How many times already today has someone tried to sell you something? Ads come in by email, snail mail, fax, radio, magazines, newspapers, TV, and your web browser. Salespeople write you, call you, and approach you in the store or showroom. Read more (members only)

It’s a common practice among coaches, consultants, health practitioners, and other professionals to offer a complimentary first session. The intent of this approach is to give prospective clients a taste of your work so they will want more. But how well does this work? Read more (members only)

In a previous article, The Pop Quiz You Need to Pass, I talked about three simple questions you must be prepared to answer any time you speak with a prospect. The first of these three is: “What can you do for me?” Read more (members only)