Your very first interaction with a potential client should be a general conversation to qualify the opportunity. Is the project a good fit for you? Are you a good fit for the project? If you deem the opportunity as viable, the next step in your sales process should be a…
You’ve already pestered all the people you know and you still don’t have enough work. It is time to dig deep and start prospecting for a clients with people you don’t have a relationship with. A “cold sales lead” is someone who is not be familiar with you or your…
In the mind of some people “selling” is a bad word. I’ve seen content shared that says things like “don’t sell, serve.” Good advice, for sure, because serving someone leads to a trusting relationship and a trusting relationship can lead to a sale. But guess what? It is ok to…
I know I talk a lot about pricing and profitability. It really is something I am passionate about. After all, you’re running a business and if you aren’t generating a sizable profit, then what is the point? There is a “usually” less traumatic life to be had working for someone…
Last year was a “hit and miss” year for me on content sharing. I had some moments of active sharing on Instagram and I increased my content volume on YouTube a bit. However, other than my newsletter, I wasn’t super consistent in any platforms. I plan to change that in…
Branding your business is an ongoing, never-ending, always-changing endeavor that should keep you asking yourself, “What should I do next?” In preparation for a recent Instagram Live conversation, I asked myself just that. What should I be doing to improve my brand positioning, reach, and retention? The answer to that…
What is a “pitch meeting?” For the sake of this article, let’s agree that a “pitch meeting” is a formal opportunity for you to sit in front of a potential client, to have a meaningful conversation about their business challenges and then position yourself as a solution to the problems…
During my 15+ year agency run from 2002 until the start of 2018, I watched the internet “grow up” first hand. In the early years of my entrepreneurial journey we did a ton of simple promotional micro-sites for a wide variety of clients, mostly Hollywood stuff. I’m not gonna lie,…
