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)

Let’s call the client Sandy. She was first referred to me by an instructor in the professional training program she was taking. (Hint #1: Develop referral partnerships with other businesses and professionals who serve your clients.) Read more (members only)

It’s the ultimate question, isn’t it? You work hard at marketing to make contact with potential clients. Then you work even harder to get a chance speak with them about what you have to offer. But how do you actually get them to hire you? The answers may not be what you think. Read more (members only)