Charles H Green needs no introduction (but I’ll give him one anyway).

As author of Trust Based Selling, and co-author of the absolute classic, The Trusted Advisor and the recently published follow-up The Trusted Advisor Fieldbook, Charlie’s built a name as THE expert when it comes to trust in business relationships.

I caught up with him on skype recently to ask him about how professionals can build trust in their relationships. In particular, in their marketing and business development when they’re “courting” a potential client.

Listen in, and you’ll hear some of the most powerful, yet simple advice you’ll ever hear on building strong trust-based relationships.

If you’re new to Charlie’s work – or just want a reminder of all his great material, head over to his website:

The Trusted Advisor

And take a look at the recently released Trusted Advisor Fieldbook. It’s got a teensy weensy contribution from me (but don’t let that put you off – it’s an excellent book!)

 Similar Posts:

• Do You Trust Me? Check Out My Results on the Trust Quotient Test…
• Don’t Vote For Me
• Charles Green Interview
• Guru12: The Top 12 Gurus of Professional Services
• The Secret of Writing a Bestseller…

Charlie Green on Building Trust in Marketing and Business Development is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

And whether it’s blog posts, longer articles, podcasts or videos – the core challenge for anyone following such a content strategy is coming up with interesting stuff to “write about”.

In fact, the number one reason I hear from people who want to get into blogging or content marketing but have struggled to do so is that they just can’t imagine producing enough interesting material. Or they’ve tried and then run out of steam.

Well, let me introduce you to Dave Gorman.

Dave’s a comedian based here in the UK. He started his career fairly gently by writing for established acts, and his first show at the Edinburgh Fringe “Reasons to be Cheerful” was based on an analysis of whether the items mentioned in the Ian Dury song “Reasons to be Cheerful #3″ actually were reasons to be cheerful.

So far, so not very much.

But then Gorman hit on a brilliant idea which would propel him towards 4 bestselling books, sellout live shows and his own TV series.

And it’s one we can all use ourselves.

The simple idea was that instead of trying to think of interesting things to write about for his act, he would do interesting things – and then write about those.

It turns out that people are far more interested in the weird or exciting things you’ve done that in the weird or exciting things you’ve just thought about.

So Gorman’s 1999 Fringe show was called “Dave Gorman’s Better World” and was created by him writing thousands of anonymous letters to local newspapers asking for suggestions from the public on how to create a better world – and testing them out to see if they worked.

His next wheeze was triggered by spotting that an assistant manager at small Scottish football team East Fife had the same name as him. So he drove 450 miles to meet him and photograph the event. He then set about meeting another 53 Dave Gormans across the world (one for every card in a pack of cards plus the jokers apparently). He chronicled his adventures meeting these Dave Gormans in the book and TV show “Are You Dave Gorman?”.

Next, he resolved to live his life according to a literal interpretation of his horoscope each day. Turned out pretty well when he bet everything he had on rank outsider Ian Woosnam (who he shared a birthday with) winning the Dubai Classic golf tournament (which, of course, he travelled to see) and won.

After that, he started his “Googlewhack Adventure” when he became obsessed by finding google search phrases with only one result – and then travelling the world to find the person behind that single result. The result for him was another bestselling book and TV show.

More recently, he travelled America avoiding all corporate outlets and using only family owned hotels, restaurants and petrol (gas) stations. “America Unchained” was again a bestseller.

Then he challenged the public to take him on at any game of their choice – from poker to darts to Khett to Cluedo to Kubb. And of course, he travelled to play them and chronicled his adventures in yet another besteller.

So how can we harness this approach for ourselves?

The key is that people are more interested in what you’ve done than what you think.

What I mean by that is that it’s great to have new ideas, theories about your field, predictions for the future.

But what really gets people hooked is hearing about practical experiences.

You can cull those from your own personal experience. Or you can interview others or create case studies.

Or you can do what Dave Gorman did: go out and do something interesting.

You recommend a particular approach to leadership, for example? Use it yourself. Get your clients to use it and record the outcomes. Video interview them afterwards. Get them to chronicle their experiences.

You show people how to get more traffic to their website? Create a live case study from scratch. Build a website, put some content on it, follow your traffic strategies and record the results.

In my case, I test out the marketing strategies I recommend myself. A lot of what you see on my blog is a result of my own experiments (particularly with online marketing) to see what works and what doesn’t.

You can do the same.

You want inspiration? You need something interesting to write about?

Then do something interesting.

———-

Here’s something on a similar vein. PR Guru David Meerman Scott describes how he got 50,000 twitter followers. Not by obsessing about getting twitter followers, but by publishing 4 books, doing 126 talks in 15 countries, shooting 125 videos etc. In other words, doing interesting stuff makes you an interesting person to follow. Read more here: The secret to getting 50,000 followers on twitter.

———-

So what’s your source of inspiration and ideas for great content? Drop me a comment below, I’d love to hear and share.Similar Posts:

• Is it better to be Truthful, or Interesting?
• Don’t Vote For Me
• How to Win Business with your Blog – Part 4: Content that Wins Clients
• How to Win Business with your Blog – Part 5: Finding your Voice
• How to Win Business with your Blog – Part 2: Focus

Need Something Interesting To Write About? Try This. is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

Me too.

One of the side effects of being subjected to so much more advertising than before is that we’ve grown immune to it. In fact, I’d go so far to say that we’ve grown allergic to it.

Whenever I see an ad, or hear someone making a claim about the wonderful results I’m going to get from their product or service my immediate reaction nowadays is just to disbelieve it. The bigger the claims, the more suspicious I get.

And I’ve seen it from the other side too. I’ve written emails and sales letters where I’ve meticulously crafted benefits statements to describe the wonderful things people would get if they bought the product or service. Only for them to be outperformed by simple, descriptive text saying “here’s what it is, here’s what you’ll get from it, here’s how to buy it”.

Cynicism and suspicion are the kryptonite of traditional benefits-driven sales copy.

So what can you do instead?

There’s a terrible temptation when you see how much your competitors are hyping their offerings to do the same yourself or try to “one up” them. But I’m finding that, in the main, my potential clients respond better to simplicity and straightforward descriptions.

That’s not to say you don’t talk about the benefits. But don’t use hype-filled language.

Better yet: demonstrate rather than claim.

Give examples of what they’ll get rather than telling them how amazing it will be. Rather than saying they’ll get a “flood of new customers”, tell them about how John the plumber got 27 new enquiries in 5 days as a result of the marketing you did for him.

And there’s one specific technique that seems to work well to highlight benefits without raising defenses. It’s to tell stories.

By illustrating your points with an interesting story you get your readers or listeners into “pay attention” mode rather than “shields up” mode.

I give some examples of how to do this in face to face discussions in my Selling with Stories article.

Or for a real masterclass in using stories to build deep client connections and cut through resistance, join me this Thursday for a free webinar with copywriter Daniel Levis who’s made a real art out of “selling more by selling less”.

Register for Free Sell More By Selling Less Webinar

See you on the webinar!Similar Posts:

• Selling is simple, isn’t it?
• You Are What You Sell
• Are Your Benefits Really Benefits?
• Beating your #1 Competitor – the Status Quo
• Ethics in Sales

The Rise of Cynicism and Suspicion (and what to do about it) is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

Usually what’s happened is that work came in easily in the early days. Ex clients and colleagues heard they were now out on their own and sent work their way. They did a good job and got repeat business and a few referrals.

But eventually, they ran out of steam. The close circle of people who knew them well enough to feel confident sending work to them ran dry or was hit by recession, retirement or other factors.

Sometimes the steam runs out after 12 months. Sometimes after 18 months. Sometimes it can be as long as 2 or 3 years.

But eventually it will run out, unless you start actively marketing yourself and widening your network.

Clients buy for meany reasons. With clients who know you well, who like you, and who trust you and your capabilities, you don’t have to do much active marketing or selling to them.

But this can trap you into complacency.

You see, the potential clients who don’t know you so well – the ones outside your close circle – they see a different picture.

They don’t have that history with you. That experience that tells them you’re a safe pair of hands. So they look for external indicators that you’d be a good choice to work with them.

Are you a recognised leader in your field? If they google your name do they see lots of articles where you share your expertise? Are you presenting on your topic frequently? Can they find lots of testimonials saying what a great job you did? Does your website inspire them that you know the area they need help in like the back of your hand?

For most professionals who’ve been getting all their work from existing relationships and referrals, the answer is usually no.

Many of them are incredibly talented – but they’ve never had to showcase that talent to the world before. The clients who hired them already knew they were good.

And it takes time to build your reputation. To build your website and fill it with content. To build a portfolio of testimonials, published articles and successful speaking engagements.

So you need to start on this early.

When you first start up the majority of your business is likely to come from people who already know you. Ex clients and referrals. You need to focus and actively work these channels.

But you also need to adopt a parallel strategy of building your authority in your field. Writing, blogging, speaking. These are the things that will bring clients to you in the future and prove your capabilities for people who don’t already know you.

In know this from my own personal experience. I went through the exact same pattern with the business from ex clients and colleagues largely drying up after a year or so.

But thankfully (and I have to admit, somewhat luckily as I’d done it out of interest rather than as a deliberate strategy) I’d been writing and blogging for over 12 months by the time that happened and was beginning to bring in leads via my website.

If you’re just starting your own business make sure you do something similar. Don’t rely on people who already know how great you are to keep you in business forever. You need to start working on building your authority and market position from day 1.

———-
Image by the real kam75Similar Posts:

• How To Build Yourself As The Authority Figure In Your Industry
• How to Win Business with your Blog – Part 1
• Authority Marketing: The Essentials
• How I Get Over 70% Of My Clients From My Website
• Are Traditional Websites Dead?

The Twin Track Strategy For Startup Professional Firms is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

If you are you’ll know they can be incredibly valuable to your business. You get helped (and challenged) by a team of other business people with complementary skills to your own.

I’m part of a couple of mastermind groups and I credit them with triggering some of the deepest insights and biggest breakthroughs in my business over the last couple of years.

And now you can benefit from the insights and knowledge of some of my mastermind partners. All free.

Six of the guys I regularly talk with to work on MY business have all agreed to to join with me in a series of teleseminars & webinars designed to help YOUR business.

Each of us will present a free webinar or teleseminar in our areas of expertise.

We’re calling ourselves the Magnificent Seven. I reckon I’m the Steve McQueen character (but no one agrees with me).

You can see descriptions and a link to sign up for each talk below. We’ll be recording each one and sending out recordings to the people who sign up – so even if you can’t make the timing of the event it’s a good idea to register.

	First there is Steven Washer. He’s a video marketing expert who’s translated a method that achieved over $20,000,000 in corporate sales into a simple formula that can be used by any solo entrepreneur. He’ll show you how video levels the playing field and attracts your ideal clients, and you’ll walk away with a gift that will get you started right away. Sign up now for 2012 – The Year of Video Marketing.
	Then there is Bnonn Tennant. He’s a “conversion-rate optimization expert”, which is a fancy way of saying he helps people make more sales online through improving their websites’ content and design. In his session, he’ll run through the top 5 things anyone can do today to improve their online sales — and if you’re one of the first 5 to sign up, he’ll also show how these 5 changes apply to your own site. Sign up now for Boost your website’s sales today with these 5 simple changes
	Next on my list of heroes is Bill Silverman. Bill’s a business coach and he’ll point out the most common mistakes that can literally suck the horsepower right out of your client attraction efforts and he’ll share low-cost, quick-hit approaches you can use immediately in: Best Low Cost Strategies to Add Real Horsepower to Your Marketing and Sales… to Get More Customers Now
	Next is Donnie Bryant. He’s is a direct response copywriter. He studies the psychology of persuasion to create compelling sales and marketing messages for his clients. In his session, Assembling the Persuasion Puzzle, he’ll share the unifying truth that experts like Robert Cialdini and others have never revealed in public
	Then there is Dov Gordon. He’ll show you 5 Steps to A Consistent Flow of Customers. Does it ever feel like you’re winging it with marketing and sales? Working hard but it’s not adding up? Overwhelmed with the many marketing activities you should be doing? Dov will show you how to build a simple, repeatable system that brings you a consistent flow of customers by doing only a few things well.
	My next hero is Mike Seddon. He’s a web promotion specialist and knows all the secrets to getting lots of visitors to your website. He’ll show you how to Unlock the Internet Jetstream and Flood your Website with Customers using his top traffic building tips. SEO, Pay per click, YouTube, Facebook. You name it. He’ll show you the tricks in this free webinar. Plus he’s offering a special free gift for everyone who registers.
	And finally, there’s me. I’ll be running my webinar on Pain Free Marketing for Consultants and Coaches where I’ll share the top strategies that consultants and coaches can use to rapidly grow their business while adding tremendous value to their potential clients. I previewed this webinar just before Christmas last year and it got possibly the best feedback I’ve had for a webinar.

 
I hope you’ll join us on at least one call. These guys have been a huge help to me and they can be the same for you.Similar Posts:

• Mastermind Power!
• The Rise of Cynicism and Suspicion (and what to do about it)
• Overcoming Procrastination
• What’s Your Step #2?
• The Joy of Text (or “Is it just me who hates webinars and video”)

The Magnificent Seven Ride! is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

As you know from my many blog posts on the subject, for me your website is probably your most important marketing asset.

In my Client Attracting Websites course, I show you how to develop your own site using WordPress and some simple tools.

But many people, of course, would prefer to get someone else to create the site for them.

The trouble is, it’s tough to find a decent web designer who doesn’t cost the earth.

So to solve that problem I’ve teamed up with web designer Lynda Nicholson (a Brit now living in the US) who designs wordpress websites for small businesses.

Lynda is offering to build a free website for one of my subscribers.

You’ll get your own tailored site based on the Studiopress premium Freelance theme (specially designed for small professional firms). You can see an example of the theme here.

Lynda will build the site for you and tailor it with your logo and colour scheme. She’ll also create your core website pages (the About Me, Services, “Who I work with” and Contact Me pages based on content you supply) along with setting up a blog for you.

And she’ll host it for you free for a year.

All free. No strings attached.

All she asks is that you allow her to use your site as part of her portfolio to showcase her work.

The competition is for solo professionals and small professional firms (consultants, lawyers, accountants, coaches trainers, etc.) To enter the competition, just put your name and email address in the form below and your name will be put into the hat:

** Competition now over **

I’ll be drawing the winner on Janurary 15th and publishing the result on my blog.

If you don’t win, Lynda will be in contact to offer you a great deal on website design. There’s absolutely no obligation to this – but it is a very good deal indeed).

Best of luck!

IanSimilar Posts:

• How to Win Business with your Blog – Part 9: The Best Resources For Blogging
• How to Lose Website Visitors in the First 5 Minutes
• How I Get Over 70% Of My Clients From My Website
• Free Webinar: Get More Momentum
• How to Win Business with your Blog – Part 3: Content

Win a Free Website is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

As well as being a pretty funny book, it contains a huge marketing lesson for all of us.

Lee was part of double act Lee and Herring who had a relatively successful show on the BBC for a couple of years (relatively successful in the sense that it was my favourite programme and lasted a couple of series). Despite that, when he returned to the stand-up circuit he struggled.

In essence, his nonchalant delivery, choice of material and complex routines meant that he didn’t have the mass appeal of more populist comedians of the era. Despite his TV success and respect from “those in the know” (Ricky Gervais cited him as his favourite comedian, for example), he simply couldn’t get enough people turning up to his gigs to make money from them. So he retired from stand up in 2000.

After achieving critical (though again, not huge monetary) success as the writer of Jerry Springer The Opera, he returned to stand up in 2004 – prompted partly by being accused of copying Gervais who had actually been influenced by him.

This time, things were different.

Instead of trying to make a success of the mainstream circuit, he took advice from comedy poet John Hegley who told him “you only need a few thousand fans. And if they all give you ten pounds a year, you’re away”.

He wasn’t particularly ambitious. He just wanted to do what he loved doing and, in his words, “survive”.

Rather than trying to get booked in big venues and trying to attract large mainstream audiences, he got his booker to focus on smaller locations with audiences who would be be open to his type of humour.

“Instead of going on for guaranteed fees in empty council venues and failing to build an audience, or boring the shit out of Friday night punters who just wanted to have some fun between work and the disco, I needed to be in the dedicated comedy clubs that had flourished in my absence from the circuit, playing for smaller fees to smaller crowds composed of people that would get it and would come back next time with a friend”.

His shows were promoted by “…letting nerds all over the land know about your work via these newfangled social networking sites…”.

He took inspiration from the obscure Jazz musicians he loved and how they ran their affairs “direct marketing their work to sustainably farmed fan bases”.

And it worked.

Audiences of 20 to 30 became 50 to 60 became 100 to 200 and eventually up to 500 to 600.

A TV series followed which won him best comedy programme and best male comedian at last year’s British Comedy Awards. He’s currently mid way through a 4 month daily run at the Leicester Square Theatre before heading out on tour again.

The lesson for all of us?

Most of us and our businesses are more like a Stewart Lee than a Michael McIntyre or a John Bishop.

We’re never going to have the widespread appeal to fill stadiums with the average man on the street. But we should be able to find a few thousand people who love what we do.

And that’s enough.

If we can find them. If we can connect with them and inspire them to hire us or pay us for something. If they become big enough fans to “bring their friends”.

Then we’ve got very successful business.

And the way to do it is the same way Lee did it. Direct marketing to a targeted fan base – rather than trying to please a mass audience.Similar Posts:

• Rejection – sometimes it really is personal
• Selling With Stories: Answering Tough Questions
• 3 Critical Marketing Traps for new Coaches, Consultants and Freelancers
• How To Get More Clients Online: Part 1 – The Power of a Content Rich Website
• Do I really need a USP?

How I Escaped My Certain Fate… is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

2012 will be a make or break year for many businesses.

The economy looks set to remain stagnant at best, and clients are still tightening their belts and putting pressure on their consulting, coaching, training and other professional support.

Yes despite this, some firms are getting their best results ever. They’re growing and gathering momentum despite the economy and increased competition.

On Monday 19th December and Wednesday 21st December I’m going to be running a 60 minute webinar where I’ll be reviewing what it takes to get into the “winner’s circle” in 2012. The marketing and sales strategies that are working right now to attract and win clients.

And I’ll be sharing the 5 Momentum Strategies you can implement to build your own momentum and drive growth for your business.

The webinar’s free to attend, just select which one you’d like to come to (the content will be pretty much the same on both) by filling in the relevant registration form below.

If you’re not already a subscriber to my weekly “Insider Strategies” emails I’ll also hook you up to receive those (they’re my best stuff – just ask my subscribers!).

** The webinars are now over. **Similar Posts:

• How to Email Important People…Free Webinar on Thurs 18th August
• Conversion Optimization: Derek Halpern Reviews ianbrodie.com
• How To Get More Clients Online: Part 1 – The Power of a Content Rich Website
• Linkedin Training: Free Webinar with Lewis Howes
• How to Win Business with your Blog – part 6: Conversion

Free Webinar: Get More Momentum is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

I hear a similar but broader question asked frequently: “Should I outsource marketing?” or “can’t I just hire a business development guy to handle it all?”.

It’s not surprising really – frustrated partners who neither enjoy business development nor get great results from doing it themselves hope that by outsourcing or handing over responsibility they can take one more worry of their minds.

But think strategically for a moment. Let’s imagine it goes well and you start getting a steady stream of clients. Put yourself in the shoes of the firm you’ve outsourced to or the guy you brought in to do all your marketing and BD.

If you’d brought all this success to the firm wouldn’t you think you deserved a bigger share of the pie? In fact, wouldn’t you think that really as the source of all the new clients you were the central cog in the system? The lifeblood of the business?

Ford Harding tells a story of a long-established law firm who hired in a couple of rainmakers as junior partners to help them bring in more clients. They passed over pretty much all the BD responsibilities to the new guys.

The strategy worked – or so it seemed. The new guys started bringing in lots of new clients. The practice started booming. All was well and good.

Until one day the new guys approached the senior partners with an ultimatum: “We bring in all the clients. Hand over majority ownership of the firm to us, or we walk”.

What choice did the senior partners have? Hand over ownership of their firm, or watch their client base walk out the door and have the firm collapse?

Sounds nasty. But in truth, those rainmakers had a point. The success of the business was due to them.

Professionals who can do a good job are a commodity. Professionals who can bring in business aren’t.

If you outsource your lead generation to an outside firm and become dependent on them – what’s to stop them raising their prices to take all the value, or just passing on the leads to the highest bidder?

If you hire in someone to take responsibility for all marketing and BD – why wouldn’t they think they deserve to get the lion’s share of the returns – or walk?

Outsourcing or delegating responsibility for marketing and business development sounds like an attractive option when you’re struggling with it. But if you can’t generate your own clients, if you become dependent on others to do it for you, then don’t expect to become very rich these days.Similar Posts:

• The Magnificent Seven Ride!
• Optimism vs. Accuracy – The Rainmaker’s Paradox
• Why You Should Enter Your Contacts in Your CRM System Yourself
• "Banner Blindness" in Real World Sales
• Dealing with a “Stonewall”

Should You Outsource Marketing And Business Development? is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

“Email is dead”

“Everyone’s using social media. No one reads emails these days”

“People are sick and tired of more and more email. They’re overwhelmed”

Have you heard comments like this recently? Me too.

It’s tempting to believe them and focus more on other ways of communicating.

Except for my business, email seems to be working just as well as ever.

Just me? Apparently not according to a bunch of market research that’s been done in the last few months.

Is email being wiped out by social media?

According to research by Merkle (View from the Digital Inbox 2011) – text messaging is the preferred method of personal communication amongst 18-29 year olds and the phone is the preferred method for other age groups: email comes in a strong second, being preferred by well over double the number who prefer social media.

And when it comes to commercial communications – email sweeps the board as the preferred method with 65-78% of people preferring it. A pitiful 0-4% of people prefer social media for commercial communications.

So while many people are beginning to use social media (and especially text messaging amongst younger people) instead of email for personal communications. When it comes down to business – email is still king.

But surely no one opens emails any more?

It’s true – average – open rates have dropped from 14% to 11.4% in the last 3 years according to MailerMailer’s Email Marketing Metrics Report.

But that’s largely due to more (bad) email being sent (and not opened). If your emails are still as valuable as they were 3 years ago with subject lines just as interesting – they’ll still get opened.

In fact, click rates (rather more important than open rates) are as good now as they were three years ago (and better than they have been in the intervening years).

But no one wants to be “bombarded” with email

It’s funny, whenever I speak to people worried about emailing too frequently and “bombarding” their customers and prospects with emails and I ask them how frequently they’re currently emailing – it’s usually monthly or at most weekly.

Is one email a week “bombarding”? Only if the emails have little of value in them.

In fact, I spoke to a marketing consultant earlier this week who switched to emailing his subscribers daily nearly two months ago. That’s right: daily.

The results?

His open rates have remained the same. His unsubscribes have dwindled to virtually zero. And most importantly, the number of enquiries he’s getting for his services from email subscribers has shot up.

I’m not saying you should email daily. But the chances are you can email more frequently and get better results. The people who object and unsubscribe when you send that one extra email a week? They were never going to become your clients anyway.

But I can’t do those fancy graphical emails

You don’t need to.

I got a bit cross recently when a (very) famous sales guru put up a video saying you needed to use highly graphical emails to get the attention of your prospects. (As it turns out, the guy was selling – you guessed it – a system to make graphical emails).

The facts on this are pretty clear. The best research I’ve seen is from MarketingExperiments a couple of years ago. They discovered that:

• Emails that use lots of graphics and formatting got 34% fewer clicks than plain text emails.

• Emails that had a little bit of formatting: the occasional underline or bold text and highlighted links got 55% more clicks than plain text.

Why is that?

Lightly formatted emails look like the emails we get from people we know and trust. Friends and business colleagues.

Graphics heavy emails look like advertisements.

So stick to neat, lightly formatted emails.

Make sure they can be read on mobile devices too. According to Knotice, 13.6% of all emails are opened on a mobile device.

Fancy graphics play havoc with mobile devices. At best, they make the text appear tiny. At worst, the email is unreadable.

So you’re saying I should use email as one of my key marketing channels then?

Yup. Without a doubt.

According to the Direct Marketing Association’s 2011 Report “The Power of Direct”, Email brings in $40.56 for every dollar spent on it, compared to catalogs’ ROI of $7.30, search’s return of $22.24, Internet display advertising’s return of $19.72 and mobile advertising’s return of $10.51.

Difficult to argue (too much) with those figures.

PS Sadly, that really is a screen capture of my gmail inbox along with the number of spam emails I’ve had over the last few months since the last clearout.Similar Posts:

• Back to Basics: The Vital Importance of Sales Activity Targets
• How to Email Important People…Free Webinar on Thurs 18th August
• How to Win Business with your Blog – Part 8: Where I get my Traffic from
• Guest Post: Has social media finally arrived in BtoB marketing?
• The Joy of Text (or “Is it just me who hates webinars and video”)

The Truth About Email is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results

This interview with speaker and MD of The Director’s Centre, Robert Craven covers Authority Marketing from two angles.

The first is how Robert established himself as an authority in the field of entrepreneurship (the Financial Times recently called Robert “The Entrepreneurs’ Guru”).

We also touch on some of the concepts from Robert’s recent book Grow Your Service Firm which contains a ton of practical advice for service professionals on how to build an expertise based business.

Click here to subscribe to the Authority Marketing podcasts in iTunes.

To find out more about Robert and his work helping entrepreneurs and services businesses achieve rapid growth, head over to:

www.robert-craven.comSimilar Posts:

• Charles Green Interview
• Drayton Bird Interview
• John Seddon Interview
• Jane Mason Interview
• Tom Searcy Interview

Robert Craven Interview is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results