Podcast

How to Get More Prospect Meetings.

Click here to subscribe in iTunes; or, listen to the audio version below: Let's face it. You can do a fantastic job of prospecting, generating leads, attracting referrals and word-of-mouth, and basically getting lots of potential clients to find out about you and your...

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How to Follow-Up Without Being a Pest

Click here to subscribe in iTunes; or, listen to the audio version below: A couple of weeks ago, I got the umpteenth call from a sales rep who's been hounding me since we chatted at a conference seven months ago. I'm actually interested in working with her firm. But...

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The Fastest Way to Find Prospect Names

Click here to subscribe in iTunes; or, listen to the audio version below: When my daughter was six or so the game we enjoyed playing most together was Where's Waldo. It involved finding the Waldo character amongst a crowd of other people, who were usually doing...

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“Leverage” Your Way to Better Marketing Results

Click here to subscribe in iTunes; or, listen to the audio version below: I had the opportunity to chat with a fellow marketing guy earlier this month. He was about to do a workshop for a local professional speakers group I belong to and I was helping him set up. This...

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Does Prospecting Suck?

Click here to subscribe in iTunes; or, listen to the audio version below: Over the past week or so, I've had more than a few people tell me that, although prospecting can get good results, it can also be uncomfortable, embarrassing, and undignified to say the least....

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The Plumber Who Taught Me Prospecting

Click here to subscribe in iTunes; or, listen to the audio version below: Since starting this series on prospecting, I've received a lot of questions from readers, and also some great tips. Thank you! As I said in my last Marketing Memo, prospecting is simply the...

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5 Keys to Painless Prospecting

Click here to subscribe in iTunes; or, listen to the audio version below: Let's face it. No one likes to cold call, warm call, or do any type of prospecting. Even if you don't use the phone and, instead, reach out to new potential clients via email, the process can be...

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The Missing Ingredient to Achieving Goals?

Click here to subscribe in iTunes; or, listen to the audio version below: I'm guessing this is the umpteenth article you've seen this week on setting goals. After all, it's the start of the new year. Just about everyone has something important they want to achieve in...

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How to Land a New Client by Christmas

Click here to subscribe in iTunes; or, listen to the audio version below: A friend called me this morning and asked, "So, what are your plans for the holidays?" "The holidays?" I replied. Then I casually glanced at the calendar. Uh oh. The holidays are next week. How...

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Easiest Way to Write Sales Copy

Click here to subscribe in iTunes; or, listen to the audio version below: Last week, I was a guest on Jane Atkinson's teleclass series for professional speakers. The topic was copywriting, and Jane did a great job of picking my brain on how to craft effective web...

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Getting Your Article Published in Forbes

Click here to subscribe in iTunes; or, listen to the audio version below: Chances are, there are a handful of key publications in your target market that just about everyone reads – or at least scans – on a regular basis. In one of the niche markets I...

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How to Write a Prospecting Email

Click here to subscribe in iTunes; or, listen to the audio version below: I received an email yesterday from a representative of a PR consulting firm. He was obviously trying to solicit my business. But instead of sending me a "real" email message, he instead cut and...

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What’s In Your LinkedIn Toolkit?

Click here to subscribe in iTunes; or, listen to the audio version below: Last week I decided to finally hang a picture in my office that I had purchased – dare I say it? – a couple of years ago. It had been leaning next to my desk all that time. I was...

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Is your “winning formula” still working?

Click here to subscribe in iTunes; or, listen to the audio version below: If you're a successful solo professional or small business owner, you probably have a set of marketing activities that work well for you. Those activities could be some combination of...

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The (Surprisingly) Best Time to Quote Your Price

Click here to subscribe in iTunes; or, listen to the audio version below: Imagine this scenario . . . The phone rings. It's a prospective client and she wants to discuss a possible project with you. You're excited. Then, as the conversation progresses, the inevitable...

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Quick (and Inexpensive) Ways to Find Prospect Names

Click here to subscribe in iTunes; or, listen to the audio version below: I've been doing a lot of marketing workshops lately -- seminars, webinars, group coaching, you name it -- and a question that keeps coming up again and again is, "How do I find prospect names?"...

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Do Direct Mail Letters Still Work?

Click here to subscribe in iTunes; or, listen to the audio version below: I recently asked a seminar audience which topic they would like to learn more about: direct mail letters or social media campaigns. Social media won out by a landslide. I wasn't surprised. After...

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