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)

Remember the old “pop quiz” when you were in school? Wasn’t it a great feeling when you were prepared with all the answers? On the other hand, it was a real drag when you were caught off guard and didn’t have a clue. Read more (members only)

The Federal Trade Commission and Federal Communications Commission regulations governing the National Do Not Call Registry went into effect nationwide in the U.S. in October 2003. The FTC’s Telemarketing Sales Rule covers calls made across state lines Read more (members only)

Offering free samples to prospective clients is a powerful method of increasing the know, like, and trust factor that makes people buy. When you are selling a professional service, potential clients have no way to see, feel, or taste what you will actually deliver. Read more (members only)

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)

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)

When you’re selling your services and find that you’re getting appointments but not making sales, your sales presentation itself may be the culprit. To improve how you present yourself and what you do, be prepared with a presentation script. Read more (members only)

As a professional selling your own services, you may believe that you feel uncomfortable about calling prospective clients on the phone because you’re not a “real” salesperson. But studies reveal that up to 40% of full-time salespeople experience episodes of call reluctance that are serious enough to threaten their careers. Read more (members only)