One of the first questions I ask new clients is about their business model: how do you make money right now?
Answers run the gamut—services, products, books, speaking, retainers, project fees, hourly/daily rates, leveraged services by team members.
But it’s the rare consultant who is 100% happy with their business model as it stands today. Continue reading
The old formula: love + business = disaster.
The new formula: love + business = brilliance.
Love is a word business schools—not to mention consulting and advisory firms—shy away from. We are taught to make our case with value propositions. With analysis. With cold-hard logical facts.
But here’s the thing. Continue reading
Let’s try an experiment.
For just a few moments, visualize your very best client projects and relationships. The ones where you’ve done your most game-changing work. Where you’ve moved the needle—significantly—toward getting your clients what they most want.
Got the picture? Continue reading
If you hang with me long enough, you’ll figure out I’m a foodie.
Hopefully not the insane variety (“I shall only eat that gravy if you replace the trumpet mushrooms with shitake”), but rather firmly ensconced in the Mediterranean food-is-at-the-very-center-of-life camp.
So when we moved recently, finding my new local food sources was right at the top of the list. Continue reading
Think of your brand voice like this: you go to a cocktail party chock-full of your ideal prospective clients. How do you want them to remember you?
As warm and engaging? Singularly brilliant and a tad aloof? Interestingly quirky? Steady and reliable?
Your brand voice is the authentic experience you present (and promise) your audience. Continue reading
Of course you’re not telling yourself “I want to work harder for less money”.
But that can be exactly what happens when you’re working without a clear strategy—without a master plan.
Your master plan is the difference between simply trolling for new clients (think scattershot tactics) and building a deliberate, consistent (perhaps even scalable/saleable) business. Continue reading
Today we’re talking about the third ticket to building the audience and revenue you need to make your next break-through. If you’re just joining, you can catch up here on Part 1: Refresh Your Website and Part 2: Make Media Work For You.
Tactic #3: Build Your Digital List.
You might think this isn’t all that important, especially if you’re getting plenty of leads by referral and have a decent close rate.
You would be wrong. Continue reading
Last week, I gave you some tips to make sure that your “billboard”—AKA your website—is not only current, but compelling and, well, YOU.
Once you’ve got your message firmly in place for all to see, you are ready to build out your platform—and make some magic—with Tactic #2: Make media work for you.
Here’s the thing about media: it’s a little like dating. If you attach yourself too much to a specific outcome, you will be disappointed. Continue reading
Don’t you just love the new? Shiny, sparkly, brand-spanking new ideas to ponder.
But sometimes, new is over-rated.
Sometimes, you want something with a little patina, a little seasoning.
That’s how it is with marketing your service business.
So for the next three weeks—now through year-end—I’ll be re-sharing a popular series of posts (updated a tad) on three tactics to win more clients next year. Continue reading