Hi, friends and colleagues. Brendon Lemon is a new friend of mine - a fellow business author I met through a mutual friend in D.C. In addition to having a successful career as a sales executive, Brendon is also a talented standup comedian, actor and playwright. He also hosts a podcast called The Madness Continues [...]
Hi, friends and colleagues: Thank you to Joe McGovern and Krystal Keilholtz for having me as the Meet The Author guest at the Business Development Guild's member meeting last week. Naturally, it was hosted virtually given the current COVID-19 pandemic. If you are interested, here's a link to the lively video discussion moderated by Joe [...]
Hi, friends and colleagues: I am pleased to announce that I am this week's guest on Terry Pappy's Simplify & Multiply podcast. Terry's podcast has become one of my favorites this summer - and I can't wait for each week's episode. Terry's podcast is aimed at helping solopreneur's..... or self-employed professionals....build a thriving practice. Terry [...]
View/Download PDF In April 2020, while we were in the early stages of the COVID-19 work-at-home period, I conducted a market survey via LinkedIn to better understand where new client business originates. For a long time I had a been working on a hypothesis I called New Client Pathways. From my own experience and observations [...]
Hi, friends. I was honored to be a recent guest on the Manage Smarter podcast hosted by C. Lee Smith & Audrey Strong. I say honored sincerely because it's not only one of my favorite podcasts, but because the podcast has included such iconic guests as Tom Peters, Jeffrey Gitomer, Jennifer Gluckow and Brian Tracy. [...]
I get asked on a regular basis if advertising works in consulting and the professional services. Especially by people who have recently gone out on their own. These people typically have a lot of expertise relating to their craft. They just need a few clients to get things rolling. Why is this such a hard [...]
Selling an expert service is much different (and harder, too) than selling a tangible product. Clients experience much greater risk in hiring a an expert than in buying a tangible product - even when the tangible product has a steep price tag. The key difference lies in the gap between ‘what is’ and ‘what could [...]
If you've been along on the How Clients Buy journey with Tom McMakin (my co-author) and me, you've heard frequently that we believe there is a big difference between how clients buy professional services and how customers buy products. (Note: For more on this, I encourage you to read Chapter 3 in How Clients Buy: Beyond Pixels [...]
Dear friends: I was very pleased to be a guest this week on The Lifetime Body podcast hosted by my good friend, John Zombro. I've known John for nearly 20 years, first meeting him when I had a running related injury when I was much younger and less wise as it relates to training. John's [...]
As we begin the new year, I'd like to start with a topic that's been on my mind for the past few weeks: the role that enthusiasm plays in the clients buying decision journey. I spend much of my time thinking, writing and speaking about 'how clients buy' in the professional services (accounting, law, consulting, [...]