Smart Solo Business

I help solo professionals acquire their ideal clients

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The Client From Heaven, or Hell?

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There are moments in my business life that have stuck with me. It was years ago, but I remember this meeting well. Todd, the vice president of marketing, pointed to a bronze plaque on the wall of his office that read: “Hustle is heaven if you’re a hustler. Hustle is hell if you’re not.” “Any questions?” he asked, and then smiled.

His plaque spoke volumes about Todd’s approach and the culture of his company. Todd later told me that he often points to that plaque and explains to people who are trying to win his business: “We like to move fast, and we do whatever it takes to get the job done. This is a no excuses environment for everyone involved.”

But don’t let Todd scare you — his intentions are good. He just wants any and all service providers who don’t have what it takes to keep up to rethink the wisdom of seeking his business.

I wouldn’t mind if all prospective clients were as transparent as Todd. Most people are far less forthcoming about what it’s really like to work with them. That can lead to some disappointing situations.

In my experience, a productive relationship with any client starts by first listening to them very carefully. What are they saying and not saying? It’s so important to draw them out.

Then, if you still want their business, tell them how you work and what results they can realistically expect. Educate them. Don’t just sell to them.

When you’re committed to achieving a great fit, the right clients will respect you for it. Your business relationships will also be far more fulfilling and profitable.

Do you have some questions about how to qualify prospective clients? I’m here to help. Send me an email at [email protected] and let’s talk.



How Smart Solo Professionals Make Their Own Luck

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I’ve been fortunate enough to run a profitable solo consulting practice for over 14 years now. I’m also Irish-American. Does that mean I have the magical ability to make you lucky in business? No, not even on St. Patrick’s Day. But I do know how you can maximize your odds for success as a solo entrepreneur.

Here are four tips that will help you make your own luck:

Thoughtfully Define Your Ideal Client — Who are they and why are they ideal? How will you serve them and accomplish your revenue goals? Staying focused on the clients who are a great match for you may be the single most important thing you can do to create lasting business success and fulfillment. No business can succeed for long while serving the wrong people.

Commit to Specific Revenue Goals — This commitment requires creating a written plan that includes specific milestones for their achievement. By the way, if focusing on revenue goals and planning seems irrelevant, then you probably have a hobby, not a business. Every healthy business or solo practice is focused on achieving revenue growth – you’re either growing or dying.

Take Advantage of the 80/20 Rule — If you stay focused on the roughly 20% of activities that best support your ideal clients and the achievement of your revenue goals, then you’re almost guaranteed success. If you’re not sure how to identify the right actions to take, then ask yourself this question: “What’s the most important goal for me to focus on today, and what action can I take right now to make maximum progress toward achieving that goal?”

Stay Flexible in Your Approach — Doing business in the real world requires reevaluating your plan on an ongoing basis. Tracking your progress and making adjustments in response to the challenges and opportunities that come your way is essential to your success. As renowned business planning expert, Tim Berry, once said: “Planning is nine parts execution for every one part strategy. And execution means setting the right goals and then managing them, day by day.”

The bottom-line is simple. Making your own luck doesn’t require having Irish heritage (although that certainly doesn’t hurt). It just comes down to mastering a handful of fundamentals. The tips I’ve shared with you today may seem simple, but they’re also powerful. I hope that you’ll adapt them to your own unique needs.

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The Truth About Content Marketing for Solopreneurs: An Interview with Emily Brackett

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[Legacy post: Small Business Talent] My guest on the podcast today is Emily Brackett. Emily is the founder and president of Visible Logic.

Emily and her team work across all media, including web sites, logos, and print materials. Serving a wide range of organizations, from small businesses to non-profits, they specialize in helping their clients to build cohesive, consistent brand identities.

In addition to her expertise in design, Emily is a seasoned content marketer. She has used a variety of powerful content marketing strategies to grow her own firm and those of her clients over the past 13+ years.

As solo entrepreneurs, we all need to create and promote content that establishes our credibility and builds trust with prospective clients. Emily joins us on the podcast today to make content marketing easier and more productive. Scroll down to the Podcast Player and listen-in now!

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Duration: 26:20 — 11.5MB