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)

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)

You’ve been in business for a few years (or 20) and have earned a certain degree of respect from your customers and colleagues. While some people struggle, getting new business is as easy for you as breathing. Yet you sometimes find yourself Read more (members only)

Your prospect should do most of the talking in a sales presentation. But wait, don’t I need to tell them all about my products or services? Shouldn’t they learn about everything I offer? Didn’t the prospect invite me to present to them? Read more (members only)

If cold calling businesses and organizations is an approach that makes sense for your business, you’ll find this activity more productive when you do some advance research before placing your call. You’ll often have more success speaking to someone live if you already have the name of a decision maker before you get on the phone. Read more (members only)

Sales and marketing partnerships are relationships established between companies with complementary products and services that can be sold to a mutual client. If you can build a strong relationship with sales partners, you’ll have the advantage 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)

No, I’m not talking about the Beatles. Instead of John, Paul, George, and Ringo, there’s a different Fab Four you’ll encounter in selling your services to corporations. Meet the Decision-Maker, the Champion, the Technician, and the Gatekeeper. Read more (members only)

In this audio workshop with a live audience of professional coaches, C.J. shares what it really takes to sell products and programs at premium prices, including promotional tactics, copywriting techniques, building strategic alliances, and establishing credibility. Read more (members only)

Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There’s the possibility of repeat business worth many billable hours at respectable rates. Read more (members only)

When visitors to your website email you with questions about your services, they might be legitimate prospects. But they may also be window shoppers, tire kickers, or looky-loos. Before you invest too much effort in trying to close a sale, you should try to pre-qualify these online prospects. Read more (members only)