Smart Solo Business

I help solo professionals acquire their ideal clients

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Why That Marketing Blueprint Won’t Work

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Are you tired of gurus pitching you their marketing blueprint miracle programs? This type of marketing program is sold in a generic format that makes adapting it to your unique needs difficult, at best.

My advice? Forget about that “marketing blueprint” nonsense. A one-size-fits-all program won’t work. Attracting and acquiring more of the right clients for you is possible, but you’ll need to create a strategy that is laser-focused on your ideal clients and tailored to your signature talents.

To succeed, you must develop a deep understanding of your ideal client and the value you can deliver to them. Only then can you create a value proposition and a sales and marketing strategy that helps you generate the right business on a consistent basis.

As a solo professional, you are your business. You need to operate from a position of strength and resiliency in order to thrive long-term. It’s time to run your business in a way that works with — not against — who you really are as a professional.

You need an understanding of how your values, your personality and work style naturally compliment and support the needs of your ideal clients. By looking beyond the current limits of how you see yourself and your business, you can begin to uncover the specific ways you can find and serve your ideal clients.

Combine that kind of clarity with a strategy that fits your unique business and goals – and you’ll find that attracting and acquiring the right clients isn’t so hard. Believe it or not, it can actually be fun and exciting!

If you want both more and better clients, then I’d like to help. We can start to uncover the personalized solutions you’re seeking in a complimentary 20-minute consultation (by phone or Skype). I’ll listen carefully to understand your current situation, discuss how my personalized approach relates to your business challenges, and answer any questions you have along the way.

Ready for some fresh ideas for your business? Click the green button below and schedule your FREE 20-minute consultation with me. I look forward to speaking with you!

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Ian Altman on How You Can Become Outrageously Successful Targeting and Winning New Business

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Let’s face it, nothing is more important to the success of your business than acquiring the right clients and growing your revenue. My guest on the podcast today, Ian Altman, helps self-employed professionals to become outrageously successful targeting and winning new business.

Ian is a successful entrepreneur and a bestselling author. His latest book, Same Side Selling: A Radical Approach to Break Through Sales Barriers, is packed with creative sales tips and practical strategies for people selling their services in the B2B space.

Same Side Selling has received rave reviews from a variety of business and sales luminaries. Here’s what top business thinker and bestselling author, Daniel Pink, had to say: “Altman and Quarles deliver a whole new world of selling, and they’re really onto something.” I couldn’t agree more.

In addition to being an accomplished writer, Ian is also a top-rated speaker for Vistage International. He’s often called upon to address CEO forums related to revenue growth, innovation, and sales leadership. Over the years, Ian has become an in-demand sales educator and advisor to professional services firms and solo practitioners like us worldwide.

Ready to discover how you can become outrageously successful at targeting and winning business? If so, then don’t miss the creative sales strategies that Ian shares on the podcast today. Scroll down to the Podcast Player and listen now!

(Prefer to read instead? Click on the “Transcript” link at the bottom of the player.)

Podcast Player:

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Duration: 32:45 — 15.2MB


Logic, Emotion and Why Your Sales Process Isn’t Working For You

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As a Star Trek fan from way back, I have always enjoyed Leonard Nimoy’s iconic character, Mr. Spock. Perhaps this is because deep down I wish that we humans were more logical creatures.

Over the years, I’ve observed that even our business decisions are driven as much by emotion as logic. On a personal level, think back to the last time you purchased a product or service for your business. Was the decision you made completely logical? I’d say no. In fact, I believe that all of us process our decisions through our emotions – it’s unavoidable.

If you’re skeptical, here’s some thought-provoking research to consider. At an annual meeting of the Radiological Society of North America, Dr. Dean Shibata presented his research findings based on an exhaustive study of the patterns of human brain activity during decision-making. Dr. Shibata’s study demonstrated that human decision-making processes are directly dependent upon emotions when the implications of a decision are perceived to have even the slightest personal impact.

According to Shibata, the findings of his imaging research support the idea that when people make choices, they need to feel the projected emotional outcome of each choice. If they can’t, they often become paralyzed and simply default to the status quo.

What about your clients? If they’re fellow business owners or executives, then few things impact them as much on a personal level as the health of their business or career. So, please know this, the decision to buy from you or your competition is an emotional one.

Is your sales process set up to guide clients as they think and feel their way through decisions? If you’re not sure, then I encourage you to develop a deeper and more personal appreciation of your clients’ journey during their buying process. By consistently cultivating this kind of understanding, you’ll be far better positioned to win the hearts and minds of the people you’re selling to.

Would you like some advice on how to create a sales process that gets better results? Reach out to me at slahey@stephenlahey.com or 518-439-4439 and let’s begin the conversation.