Get and Keep Clients!


“What consumers are primarily interested in today are not features, but relationships.” — Harry Beckwith, Selling the Invisible How many times already today has someone tried to sell you something? The ads come in by email, snail mail, fax, radio, magazines, newspapers, TV, and your web browser; the salespeople write you, call you, and approach you in the store or showroom. Are you even listening any more? How often do you actually buy something because someone you didn’t know tried to sell it to you? Your clients — consumers and businesses alike — are just like you. They are not […]

Life as a Solopreneur – “The road to riches doesn’t have to be traveled alone!”

So I decided to give up a great job that was blocks from the beach. Could you imagine how it was? I could go surfing and fishing before work. Have the fresh fish for lunch! It was nice having that regular paycheck. But then something happened… My dream since I was 18 kept nagging at me. “When are you going to make that happen?” I kept asking myself. Then after 25 years at the same job… I left it and went for the dream. Now I’m a Solopreneur.  I live in a little mountain village with about 130 families and […]

If You Want Success… Don’t Look Where You Want to Go!

My last article was about not looking at the rock in brief… look where you want to go, trust yourself. This article is just the opposite, almost…. “Don’t look where you want go… trust yourself.” The common denominator to both ideas is to “Trust Yourself!” I’ll go into that later… Now, where were we? Oh yeah, “Don’t look where you want to go.” I going to take you back to my Mountain Bike analogy. In the “Look where you want to go” mode, that’s when you have many obstacles you have at hand and focusing on them will keep […]


If you’ve been in business for more than five minutes, you already know that the best way for any self-employed professional to get clients is by referral. But the process of building sufficient word of mouth to produce the number of clients you need can seem daunting. You can count on some referrals from your existing clients and people who already know you, but that’s a fairly limited number. How can you start getting referrals from people outside your circle? Actually, a better question is how to increase the size of your circle to include more people. In order to […]


You know you need to follow up with prospective clients, but you often find yourself putting it off. “I already called them three times,” you think. Or, “They never answer the phone anyway.” Or, “I hate hearing no.” Or, “I don’t want to bug them.” Or, “What do I say that’s new?” It’s only natural to resist placing phone calls to prospects who didn’t return your last call, never seem to be there, may not be ready to buy, or might say they’re not interested. But here’s the good news. Calling prospects on the phone and asking them to hire […]