For consultants who are almost (but not quite) satisfied with their business-and can’t figure out what’s missing.

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In the book Outliers, author Malcolm Gladwell says that it takes roughly ten thousand hours of practice to achieve mastery in a field.

However, what’s missing is, how do you promote that expertise once you’ve mastered it?

…without being “salesy”?

…without being inauthentic?

How do you get in front of the key decision-makers who can actually buy your services?

Here’s how.

Now…go do it.

Talk soon

Mark
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Video For Consultants, Advisors & Experts

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Bob Berg in his book Endless Referrals famously states,  “All things being equal, people do business with, and refer business to people they know, like and trust.”

Which raises the question, How can we accelerate the time it takes for prospective clients to know, like & trust us?”

An important question for any consultant, advisor or expert.

The “know” component is straightforward. If you’re not visible, no one is going to know who you are. The trick is to be visible where your prospective clients hang out. ...

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Digital marketing & professional sports

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Here’s the challenge. From a digital perspective, how can professional sports teams better engage with fans? To date, the primary focus has been on social media. Players and even teams have Facebook pages, Twitter & Instagram accounts. But, what does that type of engagement really mean?

Let’s say I follow Tom Brady. That benefits me as a fan, but from a team’s perspective, so what? I suppose in theory, my following Tom keeps me more connected to the New England Patriots, ...

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How To Get Great Leads With LinkedIn

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Obviously, social media has gotten a lot of buzz-particularly for consultants, experts and advisors who are looking to attract more new clients. However, the results most people experience are disappointing, so let’s take a look at a strategy that works very well and best of all…doesn’t require an outlay of cash.

The first question is where on the social media landscape do you want to focus? If you’re targeting C-Suite executives, affluent clients, or B2B executives, I’d focus on LinkedIn. Facebook ...

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How to gain access to senior level decision makers

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As the holiday season recedes, the challenge of How are we going to grow our business in 2015? moves from the theoretical, to the here & now. As we both know, good intentions don’t mean anything without implementation. That’s why as a dose of inspiration, I thought I share with you a success story from 2014.

Although the client in this particular case is a consulting firm, the strategy is applicable to many businesses-particularly those who are seeking B2B clients.

The client-a Denver based ...

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Why People Buy

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People buy things to realize their aspirations. It’s true for both services, as well as products. Luxury goods manufacturers probably understand this concept the best, since the dots are easy to connect.

Many others, particularly those in b2b, don’t think it’s relevant.

But it is.

What is the aspiration of the CIO or the CEO? Forget for a moment, the purely business result your solution offers. What will it do for them personally? 

Admiration?

Security?

Advancement?

How does what you offer feed that aspiration?

That’s what you need to ...

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The Predictive Marketing Funnel

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Note: Really only for advanced marketing organizations.

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So, the intellectual (and practical) question is: To what extent can we eliminate the human element in the sales process? Or put another way, How far down the pipeline can we push actual human interaction during the sales process so that when that conversation does take place, it results in a sale?

Why is this question important? Two reasons.

  1. The greatest cost in the sales process is the time the sales representative spends with prospective clients. Cost can be defined ...
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Content That Gets Attention

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I’m somewhat amused when I hear that “content is the new king”. For those of us who offer high-value services, the use of content is well known. White papers, free reports, blog articles, videos…we know that “content” is crucial for attracting new clients.

But with all this emphasis on content-aren’t we running the risk of burning out? How much content can our prospective clients really consume and what are they most interested in? As the pressure increases for providers of high-value ...

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What’s Your Big Idea?

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Since man started selling goods & services, success has hinged on The Big Idea. Unfortunately, few services companies embrace the concept of The Big Idea, and as a consequence tend ...

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Wanted: One New Client To Partner With

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Here’s a campaign that we’ve run a few times over the years for a variety of services providers. It begins with the following headline.

Wanted: One New Client To Partner With.

We’ve use this for ourselves, as well as for clients in financial services, advertising, supply chain management and strategy consulting.

On average it generates around 3 new clients. (Which isn’t bad for a campaign that uses as its headline, Wanted: One New Client To Partner With.)

So how does it work and why does ...

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