Should we call ourselves personal historians if we want clients to find us? I have a problem with our industry. Namely, its name. Let’s face it, the term “personal history” isn’t the greatest. A little stodgy. Worse, it doesn’t send a clear message to prospective clients—or the world at large—of what we do. I’ve struggled […]
Podcast Episode 8: How to Conduct a Great Initial Sales Call, part 2
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What the initial sales call should look like (but didn’t) In episode 7, I talked about what an ideal initial sales call looks like, everything from the planning session to the sales conversation to the review afterwards. Today I’m going to dissect an actual sales call I went on and show you what worked, what […]
Podcast Episode 7: How to Conduct a Great Initial Sales Call, part 1
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What the initial sales call should look like Today I want to talk to you about how to make the most of your initial sales call, that all important meeting that will either get you that new project, or won’t. This is going to be a two-parter. In this first episode, I’ll talk to you […]
Podcast Episode 6: Interview with marketing guru Dhyan Atkinson
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Meet marketing guru Dhyan Atkinson New York Times-featured marketing guru Dhyan Atkinson studied psychotherapy for six years before opening her own practice and realizing she needed more than excellent skills to grow a business: She needed to learn how to find clients. After studying all she could about marketing and selling, her newly acquired skills converged with […]