Category Archives for "Marketing"

The experiment that boosted my consulting rate 70%, and what it means for you

Consulting revenue chart

One of the things I emphasize on this blog is the benefit of experimentation. Without experimenting, I wouldn’t have been able to do things like raise my consulting rates over the years, or tap into new marketing channels which have brought me some of my biggest clients. Experimentation is one of the best ways to […]

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No one cares about your skills (and what really matters)

consulting clients

During lunch with a fellow-techie friend, I asked him how work was going. He launched into a long monologue about stuff I couldn’t begin to understand. Something about PBX trunks, defined hierarchies, set-based operations, or some such nonsense. It felt like a bad date, where you’re desperate for a call from your BFF with an […]

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How free ice water turned into a $10M/year business (and what it means for your consulting business)

Ice water -- give your customers what they want

In 1931, during the depths of the Great Depression, Ted Hustead opened a store in a tiny South Dakota town, population: 326, virtually all of whom were penniless. Over the following decades, Hustead grew his store into a $10 million empire, now famous throughout the world, still with one location in that nowhere South Dakota […]

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One of my top marketing secrets revealed during tonight’s webinar: a sneak peek at Breakthrough Consulting

breakthrough

The last few weeks have been moving at breakneck pace as we get ready to open the doors on the premium Breakthrough Consulting program. Just to recap: You’ve told me your biggest frustrations and problems in building a sustainable, profitable consulting business. You’ve told me that you want to build a consulting business that gives […]

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Consulting Income Report: December 2011 – August 2012

I’ve summarized my consulting income data from the past several months below, along with lots of detailed tactics that I’ve used to improve my business in the past few months. As you look at the data, besides getting a general idea of my consulting income, you’ll notice a few things: My consulting income was consistently higher […]

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Still being ignored? 7 proven ways to make yourself irresistible to clients

how to create credibility

Does it seem like your competitors are better than you? Do they outshine you in the marketplace? Do they seem more credible? Maybe your competitors aren’t even that great, but they still manage to steal the spotlight. How do they do it? The hidden secret: create credibility What makes you comfortable buying something? Features? Price? […]

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Are you making this amateur mistake? (and what to do about it)

don't make your consulting business generic

Way back in high school, I worked at a grocery store. Besides the usual, brand-name products, we also stocked generic products. Now, this was back in the mid-1980’s, and generic foods weren’t the house labels (Kirkland, etc.) that they are now. Generics back then both looked like and delivered crap. But, there was a market–a […]

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How to get more consulting work WITHOUT doing sales: Jedi mind tricks & magic elves

magic elves

What if you could get more consulting work from clients & prospects WITHOUT doing any “sales”? You probably hate the idea of doing traditional sales–cold-calling, prospecting, and all the rest. I hate it too. But how do you get more consulting work without being sales-y? The trick isn’t to pitch the client something that they […]

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