Selling Professional Services

The (Almost) Ultimate Guide To Follow Up


(Hey, there’s always more to be said, no guide can ever really be “ultimate” ;) )

Follow-Up is vital.

Strong relationships in business and life are formed over time across multiple interactions. Yet so many people invest tons of time and energy into going out to events, meeting new people, then doing practically no follow-up at all to build the relationship from there.


If you stopped going to half the events you go to and instead invested a fraction of the time you save into properly following up with the people you’ve already met, you’ll at least double your results. I promise.

Follow-up is crazy effective.

But to make it work you have to be systematic about it.

Read More
More Clients TV

Use The “Non-Celebrity Celebrity Showcase” To Quickly Build Visibility And Credibility


Excuse the weird title :)

If you didn’t watch last week’s 5 minute marketing tip on the Celebrity Showcase then the title won’t make much sense. But the video is basically an approach to using Linkedin and Facebook Groups and Forums to quickly build visibility and credibility – but not in the way most people recommend.

The standard advice for a number of years on using Linkedin Groups or Facebook Groups or Forums on websites has been to become a valued contributor, and to paste links to your blog posts and free reports to get people to your site and to sign up for your emails.

That approach just doesn’t work any more.

Forums and groups are becoming bogged down in links to external resources that take people away from the group. So much so that many owners of the most vibrant groups don’t allow promotional links like these because they take people away from the group and so kill off discussions if you get too many (and once one person leavses a link to their blog post or free report, everyone starts leaving links to their blog posts and free reports).

Instead, I recommend you use a variant of the Celebrity Showcase method to make your expertise visible to your potential clients in the group, but in a way that adds value to them and the group as a whole.

I explain how in this week’s video…

Read More
More Clients TV

Become Seen As An Authority By Using A “Celebrity Showcase”


Another simple “recipe” for becoming seen as an authority in your field this week: using a “Celebrity Showcase”.

This is an approach that doesn’t work for everyone: you need a couple of specific conditions in place. But if you can get it to work for you it can be hugely powerful as it allows you to rapidly build both visibiity and credibility in parallel.

Watch this week’s video to find out how to make it work for you…

Read More
More Clients Podcast

[Podcast] Robbie Kellman Baxter on the Membership Economy


Today’s podcast is the first in a new mini-series I’m doing on creating effective membership programs.

Over the next few episodes I’ll be sharing my best tips, experience and ideas on creating profitable membership sites and programs. And I’ll also be interviewing a veriety of experts on membership site strategy, how to build them, and how to run them.

My special guest on this very first episode is Robbie Kellman Baxter. Robbie is the author of the Amazon #1 Hot New Release The Membership Economy: Find Your Superusers, Master the Forever Transaction and Build Recurring Revenue.

She created the popular business term “Membership Economy” and is the founder of Peninsula Strategies LLC, a strategy consulting firm that has advised dozens of associations, entrepreneurs and corporations including Netflix, SurveyMonkey and the National Restaurant Association.

In this podcast I discuss with Robbie how membership models are replacing many traditional transactional businesses, the best membership models for services businesses to start with, how to use membership models to move your live work to more premium positioning, how to get people to make that first commitment to your membership program, how to onboard them so they stick around, and how you can add valuable community elements to your membership program.

Read More
More Clients TV

Become Seen As An Authority By Standing For Something


This week’s 5 Minute Marketing Tip is the next in my series of simple “recipes” for becoming seen as an authority in your field.

This is one of my favourites. It’s to become seen as an authority by taking a stand. By championing a cause.

Watch this week’s video to find out how to use this recipe…

Read More
Authority Marketing

Finding Opportunities For Guest Articles and Blog Posts


I got a lot of great feedback on my recent podcast interview with Dorie Clark on how to get featured in major publications.

This is a strategy that anyone prepared to invest the time in creating great content and in researching and reaching out to publications can follow. Not only will it build your authority in your field, it can have an immediate impact on website traffic and email subscribers.


PR Coach Debbie Leven

Shortly after publishing the podcast I got a wonderful email from PR Coach Debbie Leven expanding on the interview with some very practical tips on finding relevant opportunities for guest articles, blog posts and other media appearances.

I liked Debbie’s email so much that with her permission I’ve turned it into an article with a couple of my own tips added in. I think you’ll find it really helpful in implementing the strategies Dorie and I discussed.

Read More
More Clients TV

Use the ECC Method to Become Seen as an Authority in Your Field


This week’s 5 Minute Marketing Tip is about the “ECC Method”, one of the fastest approaches I know to becoming seen as an authority in your field.

If you’re a regular reader of my blog posts or watch my videos then no doubt you’ll have heard me banging on about how powerful it can be to be seen as an authority in your field.

It’s not for everyone, of course. The majority of services that most people buy don’t need world class expertise to deliver them, just a good service at a good price.

But if you want to get access to some of the highest paying, most interesting work, then being seen as an authority is a real shortcut. And the ECC method can position you as a leading expert without needing to spend years writing a best-selling book, leading a major research program or becoming a celebrity of some sort.

Watch this week’s video to find out how it works…

Read More
Authority Marketing

My First Blab: 10 Recipes For Becoming Seen As An Authority In Your Field


So, I did my first Blab today, hosted by the superb Charlie Poznek of the Boomer Business Show.

Amazingly it all went swimmingly (apart from the fact that I couldn’t show the picture from my proper webcam and had to use the inbuilt one on my mac – so picture quality wasn’t great at my end. I found out afterwards you can change that in the advanced settings on your browser).

Read More
More Clients TV

How To Stand Out With Your Follow-Up


In last weeks 5 minute marketing tip I showed you how to use value-added follow-up to strengthen relationships with potential clients instead of nagging or chasing.

In this week’s video we’re going to go a little further and look at how you can differentiate yourself and stand out from your competitors through the type of follow-up you do.

Watch this week’s video to find out how…

Read More
More Clients TV

The Secret of Effective Follow-Up


This weeks 5 Minute Marketing Tip is all about follow-up: something very many people struggle with.

I’m sure you’ve been in the situation where you’ve had a meeting with a potential client about an opportunity to work together. Or you’ve submitted a proposal. Or you’ve discussed something with them and you’re waiting for them to take the next step.

But, of course, the deadline for their action comes and goes and you don’t hear back from them.

You’re now in a dilemma. Do you chase them to ask what’s happening and run the risk of annoying them and being seen as a nag?

Or do you leave them alone and run the risk that it drops to a low priority because no one is reminding them about it?

Watch this week’s video to see how to break free of that dilemma…

Read More
1 2 3 37