Thinking

Why Livestreaming?

My word of the year is “live”. Yeah, I realise it’s February and I’m a bit late to the party with that whole thing 🙂 You know how some folks take a “duvet day”? Well I did that, except I took the whole month off! That time allowed me to

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Business podcasting book now available

Over the past few months, I’ve been working on a new book, about podcasting. It’s going to be part of Networlding Publishing’s “33 Ways” series: 33 Ways Not To Screw Up Your Business Podcast The book is now available in paperback and ebook format. Here’s some nice things people have

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Take Imperfect Action

There are many challenges in building authority, from having a defined, focused niche to time management, to technical & tactical details. The thing I struggle with most is taking imperfect action. I think this is a great way to describe the concept, in major part because I think saying “my

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How to Establish Credibility

What do recognized authorities do to establish visibility & credibility? As someone very interested in authority building, I look closely at what platforms they’re on, how they show up, and what they talk about – and how to replicate it. There are patterns. ⭐ Publishing credibility establishing content on several

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Practical Steps to Build Your Authority

In previous articles I talked about why you should build authority, and I broke down the Journey to Authority into its separate stages. Here I want to talk about what it takes to move from each stage to the next. Practical Action Steps to Build Authority These are the practical action steps

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The Downside of Remaining Generalist

One thing I talk about is the huge value of niching down to a focused specialization.  Yet I know most people won’t do it, because it’s terrifying to niche down. I’ve been there. Our brains create all sorts of logical reasons why it’s not a good idea. Fight or flight:

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Authority is Not Required to be Successful

Becoming an authority in your field is not a requirement to have a successful consulting business. In fact, based on my research, I’d estimate that 90%+ of independent consultants choose not to build their authority. You can remain an “invisible expert”, unknown to all but your referral network, and have

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The Journey to Authority

In the last article, I talked about why experts like us might want to build authority, and what other options we have. Here’s what I’ve learned about the Journey to Authority over the past few years*. The Journey to Authority The Novice On the road to authority, everyone starts out

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Why Build Authority?

Have you ever looked at a leading authority and thought about how they got there? Or maybe you’ve read their best-selling book, listened to their Top 1% podcast, or watched their amazingly edited videos, and felt disheartened, because you feel a long way from being able to do that. Here’s

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What is your Owner’s Intent?

What is your Owner’s Intent? (I’ll come back to that in a moment.) Speaking of intention, there’s a funny scene in Star Trek TNG where Data walks in on Riker kissing his daughter (yep), and says to him “Commander, what is your intention toward my daughter?” Yeah, you can probably

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Video: How to Scale and Productize Your Consulting Business

I was just on Alisa Meredith‘s “Visual Marketing for All” show talking about marketing and growing an expert business. We discussed: ➡️ The difference between a freelancer and a consultant ➡️ How to find your first clients ➡️ Why everyone needs to raise their prices ➡️ How to get out of

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How to Grow a Consulting Business

Last month, I invited Brad Farris on The Recognized Authority podcast and we had a fantastic conversation about how consulting businesses grow and scale. This is not just about how to grow a business, it’s about how to grow one that is better. By better I mean that it’s more

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Why Selling Consulting Services Is Harder

It’s not just your imagination – selling consulting services is more difficult than selling other products and services. Here’s why that’s the case – and some suggestions for what you can do about it. You are selling the invisible. You aren’t selling a physical product that your clients can touch.

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Trust and Lead Generation for Consultants

The main reason that consultants rely so heavily on referrals for business development is because there is a requirement for trust. The client needs to trust the consultant because the project will often be expensive and high-risk. Referrals do a great job of passing trust because it’s a personal recommendation.

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When Referrals Don’t Work

  “I would be terrified if my sales depended on referrals” – Philip Morgan In the consulting and professional services space, the vast, vast majority of business is generated through referrals – that is word of mouth recommendations. In my research project, referrals and networking were the number one source

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Content First?

TL;DR summary: Every weekday for November I’ll be doing a live stream at 3pm Dublin/London, 10am Eastern, 7am Pacific  Topics related to B2B marketing, lead generation, websites and inbound marketing for consultants. You can vote for topics. See bottom for links. Yes, this terrifies me. But I need to do

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Lead Generation Strategies for Consultants

One thing I wanted to achieve with my research project was to identify the best way to do lead generation for consultants. I looked at the different lead generation strategies and channels that could be used to acquire new business. Selling in the professional services space is very different from

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Do you have a clear call to action?

In order to have the best chance of winning prospective clients or even just getting another social media follower, it’s crucial that your message is very clear. Your call to action is a few simple words that can make or break the process. A call to action is a clear

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Practical Business Ideas During Market Uncertainty

Published: 13th March 2020 Last updated: 16th March 2020 “These are strange times.” – I’ve heard this said quite a few times today, and it sure feels appropriate. I’m taking a few minutes here to share some thoughts on dealing with the business impact of this ongoing situation. I think

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[Research] Marketing Best Practices for Consulting Firms

How do consulting firms find new clients? How should they find new clients?  These are crucial questions at the best of times, and even moreso in the economic downturn that we’re likely to experience due to COVID-19. I sought to answer these questions, and more, by surveying over 1,000 consultants.

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