Evan Horowitz 
[margin20] These days, customers inevitably visit your website before deciding whether to buy from you. So how do you optimize your site to attract clients? The good news is you don’t need a lot of bells & whistles, you don’t need beautiful graphic design (although it’s helpful), and you don’t need to do a huge …
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I recently worked with a consulting firm that wanted to reach new types of clients. They built some new service packages to target these clients, but clients weren’t biting.
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This is the time of year when we all step back, see how the year went for our business, and then wonder how to improve things in the coming year. My clients often ask me: “Where should I focus my energy? How do I plan for successful growth?”
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An IT company I work with was struggling to close clients for its network overhaul service. Prospective clients kept disappearing–sometimes they’d explicitly balk at the price tag, other times they’d just stop responding to calls and emails. It was especially frustrating because they could tell that many of these prospects desperately needed the kind of …
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I recently advised a lawyer who was exasperated from a conversation with a potential client. “This guy kept comparing us to Legal Zoom!” he told me. “How can he compare the customized service of our highly-skilled legal team to a one-size-fits-all template downloaded from a website?” I’ve found that professionals in many industries face similar …
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Ever wonder if your prices are right? Most people I meet wish they could charge more, but aren’t sure if it’s a smart move.
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One of my clients recently explained to me that her team was often behind on important deadlines. As a result, her office was engaged in a constant struggle to catch up. This was very stressful for my client (let’s call her Ellen), and it was tiring for her employees and her outside contractors. In …
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When I started my business, getting new clients was a time-consuming, manual process. Hours and days and weeks went into networking events, coffee chats, and often-fruitless marketing.
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When a client engagement ends, it’s often bittersweet. It’s great to have another happy customer appreciating your work. But it’s also sad, because the revenue ends. Most business owners don’t realize there are ways to turn this sad event into new business.
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As I’ve been planning my wedding, I’ve been so impressed by the wedding industry’s savvy at giving and receiving referrals. Planning the wedding has been very stressful. (Shocking, I know.) Fortunately, one of the simpler parts has been finding reputable vendors. Even though we will end up using about a dozen different vendors, I’m confident we’ll have great ones.
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