Since 1992, I’ve been helping entrepreneurs, independent professionals, and nonprofits become more successful at marketing. I’ve written two books and hundreds of articles on sales and marketing topics, coached on marketing throughout the world, and taught marketing workshops for hundreds of organizations. You can find out more about my marketing work by visiting Get Clients Now! On this site, you’ll find a selection of my marketing articles (below), details about my marketing books and audios, and announcements of upcoming events.

Every day, I hear self-employed professionals blaming the economy for their business woes. “People aren’t buying right now,” they say. Or, “With the economy this bad, I can’t…” Or, “When the economy improves, I’ll…”

But what if the economy doesn’t improve any time soon? What if the conditions we are experiencing now are the new conditions for the foreseeable future? What might that suggest about how you should be marketing your business? Read More

It seems that everywhere you turn these days, someone is promoting social media as the lowest cost, highest impact marketing channel available for small business owners. And that right there is a problem. Far too many people are promoting this idea — many of whom are those likely to benefit if you make use of their media channel, enroll in their social media class, or hire them to manage your social media for you.

But what is the reality? A recent study reported by eMarketer shows that only 42% of small business owners who use social media marketing are receiving sales leads from Facebook, 36% from LinkedIn, and 16% from Twitter. That’s a pretty poor showing from a marketing channel that’s being touted as so effective. Read More

Sometimes you just have to prospect. While it’s true than networking, referrals, and other relationship-oriented marketing strategies are superior ways to build a professional services business in the long run, the problem can lie in that word “long.” It takes time to build a network and generate referrals. If you’re new in business or your pipeline has gone dry, you may not feel as if you can wait for those budding relationships to mature. Read More

In the wake of disasters like the Sept. 11th attack on the World Trade Center and Hurricane Katrina, there are many question marks in the air. When a tragedy strikes, I hear clients, students, colleagues, and the people from around the world who correspond with me asking many things, of themselves and others. Read More

It’s the ultimate question, isn’t it? You work hard at marketing to make contact with potential clients. Then you work even harder to get a chance speak with them about what you have to offer. But how do you actually get them to hire you? The answers may not be what you think. Read More

If you’d like to see more of my articles on marketing and sales, I have an extensive library available at Get Clients Now!