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10 Obsessive Ways You’re Undermining Your Business

10 Obsessive Ways You’re Undermining Your Business

Roger is an independent professional creative, much like you and me. He does his own specialized version of consulting, coaching, and training. Roger is great at what he does and has had many successes, but he often feels unfulfilled and dissatisfied with the progress of…

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Why Nobody is Reading your Marketing Content

Why Nobody is Reading your Marketing Content

Almost every week I’m telling a client there’s a big problem with their marketing content. It’s not the subject matter, their writing style, their grammar, or even typos. The problem is that their content is simply hard to read because of the way it’s formatted.…

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How to Find Your Marketing Sweet Spot

How to Find Your Marketing Sweet Spot

Ever feel you’re making a lot of forward progress but don’t really know where you’re going? Today a client brought this concern up in an email to me. She’s been doing really well at attracting new clients but wants to get a different kind of…

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How to Use Follow-Up to Renew Past Clients

How to Use Follow-Up to Renew Past Clients

Everyone has heard a thousand times that it’s easier to renew an old client than to find a new one. After all, the marketing has already been done, the relationship has been established and, if your work with the client went well, they like and…

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Website Insights for a Site That Attracts More Clients

Website Insights for a Site That Attracts More Clients

This week I launched my brand new website: You're here! Over the last 20 years, I’ve designed and launched a total of seven different versions of my site. In the process, I’ve learned a number of things, made a lot of mistakes and gained some…

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Fighting Truthiness and Hype in Marketing

Fighting Truthiness and Hype in Marketing

In 2005, Stephen Colbert, in his TV show, the Colbert Report, coined the word, “truthiness.” "Truthiness is the belief or assertion that a particular statement is true based on the intuition or perceptions of some individual or individuals, without regard to evidence, logic, intellectual examination,…

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Money – Four Ways You Can Increase Your Prices

Money – Four Ways You Can Increase Your Prices

This is the final in a series of four articles about getting paid more money for your professional services. In recent weeks I’ve talked about money beliefs that may be holding you back, knowing what your true value is, and how to use bonuses to…

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Money – Increase Your Sales by Adding Bonuses

Money – Increase Your Sales by Adding Bonuses

Today’s article is the third in a multi-part series on making more money in your business. In a practice known as the “baker’s dozen” a baker throws in an extra muffin or cinnamon roll when you buy 12. We all love to receive some kind…

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Money – Discovering Your True Value

Money – Discovering Your True Value

Today’s article is the second in a multi-part series on making more money in your business. The main reason I’m writing this series on making more money is that, in my experience, most independent professionals are simply undercharging for their services. Last week I talked…

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Money – And How to Make More of It

Money – And How to Make More of It

This is the final in a series of four articles about getting paid more money for your professional services. In recent weeks I’ve talked about money beliefs that may be holding you back, knowing what your true value is, and how to use bonuses to…

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Make a Difference Before You Make a Profit

Make a Difference Before You Make a Profit

This article is the seventh and final in an eight-article series on the Seven Laws of attracting Clients. See the first article at this link. My seventh law of attracting clients states that “you must make a difference.” One day, many years ago, I was…

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Why Storytelling is Key to Attracting Clients

Why Storytelling is Key to Attracting Clients

This article is the seventh in an eight-article series on the Seven Laws of attracting Clients. My sixth law of attracting clients states that “you must be able to tell a story.” On Sunday, my wife and I attended a party with about 30 family…

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How to Communicate Like a Human Being

How to Communicate Like a Human Being

  This article is the sixth in an eight-article series on the Seven Laws of Attracting Clients. My fifth law of attracting clients states that “you must communicate like a human being.” Since attracting clients is 100% about communication, it really helps if you communicate…

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Nine Ways to Make Your Business More Visible

Nine Ways to Make Your Business More Visible

My Fourth Law of Attracting Clients states that you must be visible. Imagine that you woke up one morning and discovered you were completely invisible. And nobody could hear you either. If you sent an email, nobody would even see it. Not such a great…

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Marketing With Logic and Emotion

Marketing With Logic and Emotion

A couple days ago our refrigerator conked out. A repairman showed up today to take a look. The verdict? We’d need a new freezer coil. The cost was close to $1,000 and would take almost a week to get the parts. A new refrigerator was…

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What a Sasquatch can teach you about attracting clients

What a Sasquatch can teach you about attracting clients

More than 29 Million people have watched this Youtube video about the Purple Mattress Protector pitched by a female Sasquatch. You can see it here. The creators of this video understand that you can’t be boring if you want to get attention for your product or service.…

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YOU are the Killer App

YOU are the Killer App

This article is the second in an eight-article series on the Seven Laws of Marketing.  Law #1 – You must be very good at what you do. Once there was a consultant who was the top expert in his field. And he traveled around the country…

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The 7 Laws of Attracting Your Ideal Clients

The 7 Laws of Attracting Your Ideal Clients

Recently I asked myself what was really important in attracting clients and growing a professional service business.  And what I realized is that it had nothing to do with marketing strategies and techniques. Sure, those are important but they're a moving target. They are always…

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Do You Live in a Marketing Fantasyland?

Do You Live in a Marketing Fantasyland?

The new book, Fantasyland, by Kurt Andersen is the most interesting book I’ve read in years. It’s a 500-year history of how America went haywire through magical thinking and substituting facts with whatever we wanted to believe was true. From imaginary gold rushes promoted by Sir Walter…

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How Real Professionals Market Themselves

How Real Professionals Market Themselves

If you’re a management consultant, business coach or corporate trainer, your marketing is different than other service businesses. It’s different because it needs to be more professional, more personal and more, well, serious. Your buyer is the owner of a company or a top-level executive…

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When You Don’t Know What to Write

When You Don’t Know What to Write

Some Mondays I don’t know what to write in this weekly eZine article. Other Mondays I’m more prepared because I’ve been thinking of a topic for several days. Today is the former. No idea what to write about. I, like everyone else in the U.S., has…

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How to Multiply Your Creative Energy

How to Multiply Your Creative Energy

Bobby Previte is a jazz drummer with a difference. He’s not cool and laid back, but a boundless ball of creative, brilliant energy. Since he started his career in 1985, he’s published close to 50 albums and played on or partnered on about 100 others. I downloaded twelve(!)…

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8 Tips to Get Over Marketing Overwhelm

8 Tips to Get Over Marketing Overwhelm

When it comes to marketing one’s professional services, the most common emotion isn’t fear, it’s overwhelm. My friend, Jill Konrath, has an overarching description of prospective clients these days: Everyone is “crazy busy,” she points out. And this is why it can be so hard to reach…

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How Marketing is Much Like Cooking

How Marketing is Much Like Cooking

Do you see marketing your professional services as hard, difficult, perhaps even unpleasant? If so, you’re not alone. We may see marketing as hard because we worry the worst will happen: We have a marketing message that is unclear and confusing, turning people off. We…

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The Million Dollar Consultant’s Most Important Concept

The Million Dollar Consultant’s Most Important Concept

Alan Weiss is known as "The Million Dollar Consultant" based on his book of the same name.  In today’s More Clients I want to talk about one of Alan’s most important concepts as it touches on everything in your business and marketing. That concept is VALUE. The…

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How Wise People Deal With Disappointment

How Wise People Deal With Disappointment

I clearly remember the earliest disappointment in my life. I was about four years old and was expecting to go to a party. But then I was informed that I was not invited. And I took it very personally. That’s all I remember, but as…

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20 Success Secrets Designed to Move You off Your Duff

20 Success Secrets Designed to Move You off Your Duff

“There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” – Colin Powell OK, Secretary Powell, but I think there’s a little more to it than that. Here’s what I came up with: Twenty ideas I’ve found that have worked…

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How to Discover Your Genius

How to Discover Your Genius

We’ve all been duped about genius. We see the genius as a brilliant intellectual who comes up with ground-breaking ideas and discoveries. We think of Leonardo, Einstein, Goodall, Hawkins, Jobs, and Musk. Most of us can’t imagine ourselves being in the company of such people.…

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How to Make Cold Calls Hot

How to Make Cold Calls Hot

I’ll get right to the point. I’ve developed a model for direct outreach marketing that shows you how to get more conversations and meetings with prospective clients by turning cold calls into hot calls. In marketing, there are two very important factors that get more response…

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The Simple, Consistent Way to Get More Appointments

The Simple, Consistent Way to Get More Appointments

A couple weeks ago I asked one of my Clients in England (I have two) what he was doing to track his direct outreach marketing activities.  His answer both surprised and delighted me. "Well, what I'm doing is keeping track of my direct outreach activities with…

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5 Tips to Turn Contacts into New Clients

5 Tips to Turn Contacts into New Clients

A past client of mine once mentioned that she knew of a store that needed some marketing help.  That captured my interest so I asked her about the store, the owner, and the marketing issues they were experiencing, but she had no more information. “All…

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Six Steps to Converting Prospects into Paying Clients

Six Steps to Converting Prospects into Paying Clients

One of the most frequent comments I hear from my clients is: "If I could just get a meeting with a qualified prospect, I know I could turn them into a paying client." Well, last week, I shared how to Reach Out and Touch Someone and get meetings…

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Reach Out and Touch Someone

Reach Out and Touch Someone

Remember the old television ads for AT&T – "Reach out and touch someone." Well, the idea of reaching out is important, but it takes more than that if you want something to happen. No, your a goal is a meeting and, ultimately, a new client. Some…

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Make Intro Calls, Not Cold Calls

Make Intro Calls, Not Cold Calls

A cold call is calling a stranger and trying to convince them to do business with you.  An introductory call is calling someone you have a connection with and discovering if it's worth exploring more. Many Independent Professionals don't think there's much difference between the…

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A Counter-Intuitive Way to Get Unstuck

A Counter-Intuitive Way to Get Unstuck

I’ve noticed that some of my clients have great marketing energy. And others don't. Marketing energy is displayed when you are in the flow of marketing, making plans, creating materials, getting out there and having fun connecting with others and sharing your business. I'm working with several…

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Here’s Why Trying Doesn’t Work

Here’s Why Trying Doesn’t Work

Fitz's wife is asking him to stop drinking and gambling.  And Fitz replies halfheartedly, "I'll try…" But Fitz is not your run-of-the-mill drunk gambler. He's a brilliant police psychologist from the mid '90s English drama, Cracker, starting Robbie Coltrane (Hagrid from Harry Potter). But as brilliant and insightful as Fitz is, he seems…

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Does Marketing Ever Get Easy?

Does Marketing Ever Get Easy?

The answer to this question is Yes and NO. One way to talk about this is to compare marketing to getting fit. Right now I'm doing a daily strengthening routine.   I use high-tension resistance bands instead of free weights. Every morning I do a series of…

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How Not to Freak Out

How Not to Freak Out

At the end of 2012, I freaked out for about a day. I had set something in motion that could have dire financial consequences in my business and life. I had decided to stop holding my Marketing Mastery Groups for a time. I’d put so much…

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Got Discipline? Sorry, it doesn’t work!

Got Discipline? Sorry, it doesn’t work!

When you struggle with your marketing, you know how it goes: You think about things over and over and can't decide what you should do. It's agonizing. Finally, you set your mind on getting a project done, writing that letter or setting up some speaking…

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How to Make Change Happen Faster

How to Make Change Happen Faster

For the past 30 years I've had problems with lower back pain. I won't go into all the gory details here, but suffice to say, it's been a real distraction in my life to be in pain most of the time. Sitting (which I do a lot of)…

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How to Ask without Fear of Rejection

How to Ask without Fear of Rejection

When I started my business, I was deathly afraid to ask. I'd get cards from prospective clients but rarely followed up with them. Because, of course, I thought I'd be rejected. Just the thought of that made me feel terrible. I was OK talking to people…

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Why do We Resist Asking for Money?

Why do We Resist Asking for Money?

This weekend I was looking at something I was resisting. I had sub-contracted a website design over a year ago. I had paid the web designer, but I still have failed to bill the client. And it wasn't a tiny amount. It was $3,000. So why…

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How to Write a Client-Attracting Article

How to Write a Client-Attracting Article

I keep getting questions about how to write client-attracting articles or reports.  One of the most important marketing tools you can have is an article that you give to prospects once they are on "First Base," that is, when they have shown some interest in your services and…

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