Warm up your cold calls now

woman's hands on computer keyboard
Making cold calls or sending cold emails are typically the last thing any entrepreneur wants to do.

On the flip side, most would-be clients don’t want to receive information from someone they don’t know.

But corporate client prospecting doesn’t have to be that challenging.

The good news is, you can spend ALL your time in what I call the “no cold calling zone”.

It’s a place from which you can generate leads without feeling salesy (and without your clients feeling like Herb Tarlek, the fictional slimy salesman for WKRP in Cincinnati TV […]

7 Ways to Boost Your Consulting Revenue

laptop consulting revenue

Do you know 7 Ways to Boost Your Consulting Revenue? Some years ago, I got a huge wake-up call when I put all my eggs in one basket.

I put all my effort and energy into a deal I thought was a sure thing. In fact, I figured I’d be pretty much set for the next few decades with all the $$ I’d get.

 

I spent months with a technical team developing a computer packaging product that I thought Steve Jobs (who was the newly re-appointed Interim CEO of Apple at the […]

What mindset are you cultivating as an entrepreneur?

river and rocks

 

When it comes to running your own consulting or coaching business, your attitude and mindset are just as important—or more important—than the strategy and tactics you use to get new clients and deliver great results.

As in life, there will always be great times as well as challenging times that will test your spirit and resolve. We don’t always have control over what happens, so it’s important to be flexible and adapt to changes but stay the course and persevere, no matter what comes your way. By developing a realistic, “go […]

What corporate decision makers want to see in a discovery meeting

work meeting

When I worked as a sales executive many moons ago, I remember being on the receiving end of prospective consultants pitching their services to our company.

Unfortunately, nine times out of 10, these smart, savvy, forward-thinking folks wouldn’t get much further than, “Hi Kim, I’m here today to talk to you about x, y, z service I can offer…”

That was never music to my ears. Not only did that approach show that the person hadn’t done their homework, but that they were more interested in what they had to offer INSTEAD OF […]

Why Cold Calling on Corporate Decision Makers Rarely Works and What to Do About It

The other day, when talking to a new small business owner client of mine, I asked her what method she used to prospect. She reported that she’d tapped out her network so had been mostly been sending out cold emails to people she didn’t know and she also did a lot of cold calling.

As soon as I heard that, I stopped her in her tracks.

If you’re still doing this, I’ll ask you to stop right now, too!

Cold calling/emailing no longer works.

Why?

Well, it puts people off because they already know you’re trying to […]