Have you ever had the experience of asking someone what they do and at the end of their explanation, you are left wondering what they do? This happens because most people describe what they do from their own perspective. And for someone outside of your line of work, it can be unclear or confusing. Personally, this has been something I have been working on for a while. With clients, it is easy to view what they do as an outsider. For myself, it has been much harder. ​ For

Yesterday, I was on the phone with a prospective client. He is actually someone I have worked with in the past, so I know his business reasonably well. His big challenge to generating leads is finding the right prospects without spending too much money or time. This is a common challenge for a lot of service providers. Sure, you can get a lot of leads from a source like AdWords, but if they are not a good fit for your business, you spend a lot to get them and then have to s

Have you ever had a problem client? If you have been in business more than a few months, you probably have. Did you just suck it up and deal with that client, or did you let them go? Which course of action you chose probably had a lot do with the number of leads you regularly generate. When you do not have a system for generating new leads, then each new lead feels random. So when you have a problem client, you are likely to hold onto them because you do not have a good ide