Why Should Anyone Work with You? How to Document Your Unique Brilliance

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+1 Tweet Share Pin Share StumbleShares 0What makes your company different? What is your unique brilliance? There are lots of great companies to work with and many places for people to spend their money—why should your customers work with you rather than the other guy? And you’d better not say “great customer service” because everyone says that. There’s another reason …

How to Overcome Sales Reluctance

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+1 Tweet Share Pin Share StumbleShares 0Sometimes, as business owners, we feel icky about having to sell. We don’t like the fact that we have to sell or market or talk about what makes what we offer so wonderful. That’s so much like bragging, and didn’t your mother tell you not to brag? We don’t like being sold to and …

Ditch Your Elevator Speech

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+1 Tweet Share Pin Share StumbleShares 0Parts of this article originally ran in Parse, a blog presented by HOW magazine. There you go, walking into that business networking event, hoping to meet people you can impress, but knowing that when anyone asks what you do, you’re going to totally underwhelm them. And you’re going to say something really lame that …

“How Can I Land More Proposals?”

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+1 Tweet Share Pin Share StumbleShares 0Q. “Hi Marcia, I have several opportunities I am working on, including two that are pretty significant. I’m finding that potential clients start out excited about initiatives that they call me about and we talk through. However, after I make what I believe is a reasonably priced / a lot of “bang for your …

How to Get Great Referrals

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+1 Tweet Share Pin Share StumbleShares 0If you already get business through referrals and “word-of-mouth” for your business, you know how wonderful that can be. Prospective clients who come to you this way are already pre-disposed to work with you, and, most likely, they already need what you offer, or they wouldn’t have been referred. There’s also a good chance …

Attract Clients with Energy and Emotion

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+1 Tweet Share Pin Share StumbleShares 0      Q. “I’ve heard you talk about the energy of business and how important it is to attract clients to you instead of pushing yourself on them. But how do I do this? I want to take action and when I hear things like this, it makes me think you want me …

Why You Feel Icky About Marketing

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+1 Tweet Share Pin Share StumbleShares 0 .     Q. “I don’t really know how to do marketing for my own business — I avoid it because it makes me feel uncomfortable. I’ve always gotten business by referral in the past, but I can’t count on that for regular business anymore. How can I start to effectively market myself …

How to Get Clients to Really Value What You Do — So You Can Charge What You’re Worth

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+1 Tweet Share Pin Share StumbleShares 0Do your clients truly value your work, allowing you to charge what you’re worth, and trusting you to do more for them? You may think you’re describing your work’s true value in conversations with clients, when you’re really not. They may not be getting it. If you don’t think they place enough significance on what …

Help! I Don’t Know How to Market Myself!

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+1 Tweet Share Pin Share StumbleShares 0     . Business Conundrum #31 Q. “I admit I don’t know how to market myself. I need to get my message out there, and I don’t know where to start. It seems these days there are so many choices – you have to have a killer website, you have to be networking, …

Why Is It So Difficult to Talk About Your Difference?

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+1 Tweet Share Pin Share StumbleShares 0I come from a creative firm background. So I bleed for creative firms. When my creative firm clients can’t talk about their difference and value, I feel it, too. When I talk to creative firms about what makes them different, there’s a lot of hesitation. Because we do so little to market ourselves and …