You’re writing blogs, posting on LinkedIn, sending newsletters, and doing everything you’ve been told you should do, and yet, you’re not getting the results you want. Where’s the business? Where are the inquiries? Where are the people raising their hands and saying, “I’d like to work with you”? I completely understand. It’s a common enough situation, and while that may not make you feel much better, be patient and understand that almost everyone who creates content has experi

Asking for referrals can feel intimidating, awkward, maybe even a little scary, but it really doesn’t have to be. I mean, you’re probably asking someone who is already a satisfied client. You’ve done good work. They’re happy, and you have a relationship, so why does asking for a referral suddenly feel so uncomfortable? Maybe it’s because we think we’re asking for a favor. I don’t look at it that way. Asking for a referral is simply asking a satisfied client to help you start

You write the blog, proofread it create or find an image, and then you post it on your website and maybe share it on LinkedIn. Sound about right? And then you wait. And wait, and wait some more. Where are the inquiries? The conversations? The questions. And most of all, where are the prospects? Why isn’t your blog converting? Some people seem to think content is magic. Write it, post it, and poof, business appears. Others believe blogging doesn’t really matter anymore. Neithe

Let me start by saying I am not a LinkedIn expert. Never was, and never will be, but I’ve been on the platform for a long time. I post consistently, pay attention to what seems to work (and what doesn’t), and I read a lot about what other people say you should be doing. I take a good amount of it with a grain of salt and here's why. There are a lot of people on LinkedIn talking about their enormous reach, staggering impressions, and all the money they’re making because of the

Seven little words! Hi there. What’s happening? How are you? And just like that, the door is open. To conversation. To finding out what’s in someone’s head and heart. To serious words and fun words. To saying congratulations, offering support, or simply commiserating when things aren’t going quite so well. How often do you reach out to the people who count? Friends who may have started as social media connections but somehow became real friends. Networking contacts whose stor

I spend a lot of time talking with business owners about content, and while every business is different (just like these folks walking on the street), the questions aren't all that different. Business owners mostly want to know: What should I write about? How often should I post? Does anybody actually read this stuff? Can I use AI? Do I need a blog? Should I be on LinkedIn? And perhaps the biggest one, Is all this content actually going to help me get business? Here are my an

Yesterday my granddaughter asked me why I phrased something in a particular way. Mind you, she just turned four, so I don’t think she was questioning my grammar or sentence structure. I was explaining why eating two ice pops in rapid succession could lead to a stomachache and some pretty unpleasant consequences. She looked at me and essentially asked, Why do you think I’m going to eat them that fast? Good question. Suddenly I realized I had taken a very simple point, two ice

AI came in with a blaze of light, thrilling users who suddenly saw a faster way to create content, build spreadsheets, develop business plans, make PowerPoints and tackle admin work that used to take hours. Sometimes it let us do all of that with a little less thinking, too. Then came the backlash. AI is destroying how we think. It’s killing creativity and making everything sound the same. I disagree. AI is a tool, and much like any tool, what you get from it depends on how y

Most content writers focus on the words. I focus on what the words are supposed to accomplish. After more than three decades in sales training and business development, I don't just create content that sounds like you. I create content that works for you. Every blog, LinkedIn post, newsletter, website page, or email is built with a strategy behind it. Who are you trying to reach? What conversation are you trying to start? What action do you want someone to take next? How does

You can have the best product or service and the smartest strategy but if your prospects don't immediately understand the problem you solve and why your solution matters, they'll move on. One of the biggest mistakes I see entrepreneurs, solopreneurs, consultants and sales professionals make is leading with themselves. "We've been in business for 20 years." "We're award-winning." "We offer personalized service." Geez, that's a sure-fire way to put everyone to sleep because ev

"No one can sound or write like I do," says most every business owner that feels uncomfortable about outsourcing their content, even though they are stressed for time and know they can't do it on their own. The good news is that a skilled content writer doesn't replace your voice, they help refine it and communicate it more effectively. The key is finding the right writer and giving them the tools they need to succeed. Where Can I Find a Good Content Writer? There are several

In today’s highly competitive business landscape, content and sales are intrinsically linked. Gone are the days when sales efforts relied...

Selling. Just the word alone makes some people cringe. It conjures up images of pushy salespeople, awkward conversations, and the fear of...

By nature, I am incredibly respectful of people’s time and eager to ensure I respond in a timely manner. In business, I firmly believe...

Content and sales are often seen as separate entities, however, when they work in tandem, they create a powerful synergy that can propel...

The words you use when selling are critically important because you never know what the listener will latch onto. Every potential...

As a sales trainer and consultant with over three decades of experience, I’ve seen that the most effective strategies for gaining new...

The start of a new year often brings with it a frenzy of resolutions and shiny new ideas to boost your business. But before you dive into...

Prospecting. For many, the very word conjures up a sense of dread. It’s often viewed as a necessary evil in sales, something to be...

Have you ever found yourself in a networking conversation or a sales meeting where the other person just isn’t engaging? If they don’t...