Category Archives: Running the Biz

#319: How to work ON the business

One of the challenges of being self-employed is that we’re continually getting sucked into working exclusively IN the business. And that often comes at the expense of working ON the business. Working in the business is mainly …
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#317: Landing Marquee Clients

A coaching client recently asked me about how to start pursuing and landing well-known clients, such as Fortune 500 companies and big organizations, to enhance their client roster and portfolio. What intrigued me the most …
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Drop Your Retail Store Mentality

Do you have a retail store mentality when it comes to your clients? By this, I mean that you’ll take whatever client walks in the door. That’s what retail stores do. They just want traffic and paying …
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How to Put Limits on Free Advice

You could argue that giving free advice to prospects is part of the sales process. By “kicking the ball around” with prospects (i.e., brainstorming and sharing ideas), you’re allowing them to assess your expertise. But unfortunately, some …
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