| Thanks and goodbye to all! |
23-Oct-2006 |
| So is third-party web design a dead business? |
05-Oct-2006 |
| A client tells me about why he has rejected a bunch of web designers/developers |
04-Oct-2006 |
| The beauty of "re-purposing" |
07-Sep-2006 |
| How's your retirement looking? |
30-Aug-2006 |
| Okay, let's see if anyone's been reading this blog: Reader challenge |
28-Aug-2006 |
| Results of your Marketing Survey are here! |
16-Aug-2006 |
| Please participate in a benchmarking survey of web design/developer marketing practices |
04-Aug-2006 |
| This is the kind of website every web designer should design |
02-Aug-2006 |
| Don't read your prospect's mind |
29-Jul-2006 |
| The benefits of sticking to it |
25-Jul-2006 |
| Suggested guidelines for responding to RFPs |
19-Jul-2006 |
| The sales funnel |
18-Jul-2006 |
| The importance of non-judgment and non-attachment in sales and entrepreneurship |
11-Jul-2006 |
| The absolute importance of failure |
09-Jul-2006 |
| Be honest -- do you have the intensity required to be self-employed? |
05-Jul-2006 |
| How to know which ideas to pursue |
04-Jul-2006 |
| Aaah, the wonders of a clean desk |
04-Jul-2006 |
| Are you taking care of yourself? |
27-Jun-2006 |
| An easy way to determine the best marketing strategies |
24-Jun-2006 |
| Do you use video taping to your advantage? |
20-Jun-2006 |
| Do you nickel and dime your clients? |
12-Jun-2006 |
| Hodgepodge of lessons learned from a busy week |
10-Jun-2006 |
| How To Get Your First Client |
05-Jun-2006 |
| Moving up the food chain |
31-May-2006 |
| How your gut instincts can help you sell and market |
25-May-2006 |
| A very disappointing marketing campaign -- and lessons for you |
18-May-2006 |
| Think -- How can this be used as a marketing opportunity? |
13-May-2006 |
| The MOD Squad in "Thank You For Smoking" |
07-May-2006 |
| How to write a good response to a client/customer complaint |
06-May-2006 |
| An important lesson from Donald Trump |
04-May-2006 |
| The story of a remarkable business turnaround |
03-May-2006 |
| A review of the past 3 weeks |
01-May-2006 |
| The importance of mentoring |
29-Mar-2006 |
| Why you should stop calling yourself a web designer |
24-Mar-2006 |
| If a hamburger can set itself apart so can you.... |
24-Mar-2006 |
| Classic Advertising Books |
18-Mar-2006 |
| A caveat about off shore work and outsourcing |
17-Mar-2006 |
| How to assert appropriately |
10-Mar-2006 |
| Be accessible |
09-Mar-2006 |
| Why you should stop coding and designing right now |
07-Mar-2006 |
| Back to low pricing self-esteem |
04-Mar-2006 |
| Give it away for free or charge full price, but don't discount your fees |
02-Mar-2006 |
| Value and pricing: How much would you charge in this case |
02-Mar-2006 |
| Why Google Adwords and Yahoo! Overture are overrated |
01-Mar-2006 |
| How to generate leads |
24-Feb-2006 |
| Males, females, diversity, and marketing your services |
23-Feb-2006 |
| How well do you handle interruptions? |
22-Feb-2006 |
| Do you have one or more idea files? |
20-Feb-2006 |
| Out of site, out of mind |
17-Feb-2006 |
| Two professionals in initial phone screen and why one came up short |
17-Feb-2006 |
| Do you really have integrity? |
14-Feb-2006 |
| Are you taking advantage of offline media? |
13-Feb-2006 |
| Don't forget about providing value |
10-Feb-2006 |
| The benefits of installments |
10-Feb-2006 |
| Case study part III |
09-Feb-2006 |
| Next step in case study |
08-Feb-2006 |
| Let's do a case study comparing five money-making websites |
07-Feb-2006 |
| It's not just what you do... |
06-Feb-2006 |
| What's your talent? |
28-Jan-2006 |
| Abundance from the home office |
28-Jan-2006 |
| A simple way to eliminate many payment hassles |
17-Jan-2006 |
| The case of the disappearing client |
16-Jan-2006 |
| Let the game come to you |
10-Jan-2006 |
| Rules of thumb are often wrong |
05-Jan-2006 |
| New Year's Wish For You: In 2006, work hard to be lazy |
21-Dec-2005 |
| One day, two very different inquiries |
17-Dec-2005 |
| From $0 to $1 million in only a year |
15-Dec-2005 |
| Forecast for 2006 |
14-Dec-2005 |
| Lessons from an Elance Pro Part II |
13-Dec-2005 |
| How supportive is your family of your entrepreneurship? |
11-Dec-2005 |
| Business, ethics, and morality |
09-Dec-2005 |
| Lessons from an Elance Pro |
09-Dec-2005 |
| What about hiring a salesperson? |
06-Dec-2005 |
| This author's approach to sales calls |
02-Dec-2005 |
| If you must volunteer to show a client what you can do.... |
01-Dec-2005 |
| How NOT to do a sales call |
28-Nov-2005 |
| The relief of selling products instead of services |
25-Nov-2005 |
| Thanksgiving Message and 40th Birthday Greeting |
22-Nov-2005 |
| The right and wrong way to manage outsourced talent |
21-Nov-2005 |
| Should you spend more on technology or marketing? |
19-Nov-2005 |
| From consultant to guru |
17-Nov-2005 |
| Rolling with the punches |
15-Nov-2005 |
| A little negotiation strategy |
13-Nov-2005 |
| The way to approach publications with article ideas |
10-Nov-2005 |
| Dealing with the slow payers |
05-Nov-2005 |
| The big idea of the day |
01-Nov-2005 |
| A special kick in the butt just for you |
26-Oct-2005 |
| Two simple ratios for you to track |
24-Oct-2005 |
| Why free consultations don't work |
17-Oct-2005 |
| Reinvent yourself |
13-Oct-2005 |
| A moment of gratitude |
10-Oct-2005 |
| A bit more on equity and selling a company |
06-Oct-2005 |
| Separating the good from the great |
05-Oct-2005 |
| Quick case study: To give up equity or not |
03-Oct-2005 |
| Marketing questions to ask your prospects |
03-Oct-2005 |
| Value |
03-Oct-2005 |
| Random thoughts on pricing |
28-Sep-2005 |
| Case Study: The difference a web design firm can make |
25-Sep-2005 |
| Answer: The winning press release is..... |
22-Sep-2005 |
| Guess which press release generates more press and business |
16-Sep-2005 |
| Answer: Which designer makes more money.... |
13-Sep-2005 |
| Guess which web designer makes more money... |
12-Sep-2005 |
| Primer on split testing and cost per order |
11-Sep-2005 |
| Follow up questions/answers from case study |
10-Sep-2005 |
| Case Study of Startup: Online Subscription-Based Programs |
07-Sep-2005 |
| An ingenious networker |
04-Sep-2005 |
| Why not start an institute or center? |
01-Sep-2005 |
| Has project management gone out the window? |
26-Aug-2005 |
| Russian Kettle Bells and marketing services |
22-Aug-2005 |
| Should you pay for a referral? |
19-Aug-2005 |
| Thoughts on compensating your team of designers/developers |
18-Aug-2005 |
| How to fire a client |
16-Aug-2005 |
| Best way to find talented web designers/developers |
16-Aug-2005 |
| Who is responsible when client is not happy? |
14-Aug-2005 |
| Best web designers and developers I've worked with |
13-Aug-2005 |
| The Tale of Two Service Providers |
09-Aug-2005 |
| Email vs. Direct mail; Interrupt vs. Permission |
04-Aug-2005 |
| 100 prospects at a time |
02-Aug-2005 |
| Not OR, AND |
01-Aug-2005 |
| Some key questions to ask your clients when designing quality sites for them |
25-Jul-2005 |
| Why Permission Marketing doesn't go far enough |
17-Jul-2005 |
| An idiotic way to market your business |
14-Jul-2005 |
| Final startup primer -- marketing tactics for breaking in |
10-Jul-2005 |
| Starting Up -- Business Loan |
10-Jul-2005 |
| Legal issues in starting up - a primer |
10-Jul-2005 |
| Pricing if you are 18 years old |
08-Jul-2005 |
| A crash course in managerial economics |
07-Jul-2005 |
| Tips on a direct marketing campaign |
05-Jul-2005 |
| Half-way gone |
05-Jul-2005 |
| How are you making a difference? |
28-Jun-2005 |
| The unsell vs. consultative selling |
24-Jun-2005 |
| Use information products to establish value, trust, and credibility |
22-Jun-2005 |
| The unsell |
20-Jun-2005 |
| Quick reminder on vendor relations |
17-Jun-2005 |
| How to hook a client with the toehold strategy |
15-Jun-2005 |
| The art of the upsell |
15-Jun-2005 |
| Using the 80/20 rule to make more money |
14-Jun-2005 |
| How accessible are you? |
13-Jun-2005 |
| A creative marketing tactic to generate awareness of your firm |
05-Jun-2005 |
| Should the first thing you show the client be perfect? |
01-Jun-2005 |
| Do you suffer from kakorrhaphiophobia? |
27-May-2005 |
| How to burn a bridge |
25-May-2005 |
| From the prospect's point of view, how you sell is how you will perform if hired |
25-May-2005 |
| Stay the course |
16-May-2005 |
| Products: Are you taking action? |
13-May-2005 |
| When do you give fixed bid? |
11-May-2005 |
| Coming software shakeout? |
10-May-2005 |
| Moment of truth, continued |
09-May-2005 |
| Inside the prospect's head at the moment of truth |
05-May-2005 |
| Quick suggestion to get more clients |
05-May-2005 |
| Aaargh....shut up and ask a question already! |
03-May-2005 |
| Branding lessons from a 3-year old and a hot dog stand |
02-May-2005 |
| Has anyone used ProSavvy? |
01-May-2005 |
| How often do you pitch ideas to prospects and clients? |
28-Apr-2005 |
| More real data from marketing on a shoe string |
26-Apr-2005 |
| Composure |
25-Apr-2005 |
| Be an equal |
20-Apr-2005 |
| Real data from marketing on a shoestring |
19-Apr-2005 |
| The Reverse Sell, Per David Sandler |
18-Apr-2005 |
| Back in the Saddle |
15-Apr-2005 |
| Back to the big picture |
23-Mar-2005 |
| Another blog where you can blame the prospect |
21-Mar-2005 |
| Conclusion -- What actually happened to company offering mock ups |
17-Mar-2005 |
| Do you use mock ups as a marketing tool? |
14-Mar-2005 |
| Some quick secrets to asking clients for referrals |
11-Mar-2005 |
| A scientific approach to marketing |
07-Mar-2005 |
| Be honest about your blindspots |
07-Mar-2005 |
| Beyond results: Are you making an impact |
03-Mar-2005 |
| How to write an effective press release |
28-Feb-2005 |
| How to write an effective case study |
25-Feb-2005 |
| Key questions to ask regarding partnerships |
22-Feb-2005 |
| Take advantage of free tutorials about optimizing web marketing and navigation |
17-Feb-2005 |
| Are you riding the right horse? |
14-Feb-2005 |
| Do you provide Magic Moments? |
11-Feb-2005 |
| The power of FLOW |
04-Feb-2005 |
| The horrible suffering of early adopters who have to sell to the mainstream |
01-Feb-2005 |
| When things go sour |
28-Jan-2005 |
| Lessons from a solid consultative sales call |
26-Jan-2005 |
| Three Case Studies: Are you a superstar? |
23-Jan-2005 |
| Are you a flake? |
21-Jan-2005 |
| Using data to create pain |
19-Jan-2005 |
| Mixing friends and business |
13-Jan-2005 |
| Part Three: Equity vs. Cash |
10-Jan-2005 |
| Part II: Equity vs. Cash |
08-Jan-2005 |
| Guide to taking equity instead of cash for projects |
07-Jan-2005 |
| How to get more revenue per customer |
05-Jan-2005 |
| Obligatory sales forecasts for 2005, 100% guaranteed to come true |
31-Dec-2004 |
| A 40-10 rule for wealth and making a difference |
29-Dec-2004 |
| The virtues of falling on your sword at the appropriate time |
27-Dec-2004 |
| The danger of using secondary benefits |
23-Dec-2004 |
| Two Intellectual Property Attorneys answer your questions about copyrights and IP |
21-Dec-2004 |
| How to kick start an online site with a trial period |
20-Dec-2004 |
| A collection of business New Year's resolutions for you |
15-Dec-2004 |
| Your Money or Your Life? |
13-Dec-2004 |
| Holy Cow! My pipline is full already for 2005. How about you? |
10-Dec-2004 |
| One other activity every self-employed Web Professional should do during the holidays |
07-Dec-2004 |
| How are you thanking clients during holiday season? |
03-Dec-2004 |
| Web site design if you focus on more than one target market |
01-Dec-2004 |
| Please check out the new Sitepoint article about growing your business |
30-Nov-2004 |
| Thanksgiving for the self-employed |
25-Nov-2004 |
| Does how you BUY hurt how you SELL? |
23-Nov-2004 |
| Answer to case study: How to answer a classic objection to value pricing |
23-Nov-2004 |
| How to handle a classic objection to value pricing |
22-Nov-2004 |
| Is a web site ever done (and what does that mean for selling web services)? |
19-Nov-2004 |
| How to set your services apart: Two dimensional positioning |
17-Nov-2004 |
| How to set your web services apart (and answer to case of inland seafood restaurant) |
13-Nov-2004 |
| What is the way to set your Web Design/Development firm apart? |
11-Nov-2004 |
| What a butler can teach web designers about selling, with credit to Brendon Sinclair |
09-Nov-2004 |
| The importance of delivering and delighting clients, and why it is so rare |
08-Nov-2004 |
| Back to the THREE fundamental principles of a sound marketing and sales strategy |
05-Nov-2004 |
| The best gigs to get, and how to get them |
03-Nov-2004 |
| Two other lessons from the panel of top producers |
01-Nov-2004 |
| Lessons from a panel of top producers |
30-Oct-2004 |
| Here is a Web site that does what a professional's Web site is supposed to do! |
27-Oct-2004 |
| Should you post prices on your website? |
26-Oct-2004 |
| How to figure out what price to charge via split testing |
24-Oct-2004 |
| How to make more money by developing and marketing products |
21-Oct-2004 |
| Two proven ways to get over the fear of rejection |
19-Oct-2004 |
| Secret of a 180 degree turnaround |
17-Oct-2004 |
| How to break into a new market, even without a customer |
15-Oct-2004 |
| Lessons from an ineffective sales call |
13-Oct-2004 |
| Insights into why some of you aren't taking enough action to market your business |
11-Oct-2004 |
| Towards fully automated marketing |
07-Oct-2004 |
| How to reach top executives |
04-Oct-2004 |
| Instant Perspective |
01-Oct-2004 |
| How to build a company and flip it for $12 million |
29-Sep-2004 |
| Who is on your Must-Know List? |
27-Sep-2004 |
| A network/sphere of influence to aspire towards |
24-Sep-2004 |
| Getting back a lost client -- a case study in "try, try, and try again" |
22-Sep-2004 |
| Precision |
20-Sep-2004 |
| An important article about influence skills and strategies! |
17-Sep-2004 |
| Further proof that a target market is the way to go |
16-Sep-2004 |
| When a client drags out the first payment |
13-Sep-2004 |
| How to stay focused and resilient in the face of adversity |
09-Sep-2004 |
| Are you ready for the fourth quarter? |
07-Sep-2004 |
| Taking a break after a six-figure week |
03-Sep-2004 |
| Are you taking advantage of publicity? |
01-Sep-2004 |
| Why you don't necessarily get what you pay for, and how to turn this to your benefit |
30-Aug-2004 |
| Pop Quiz: What are the sources of this year's revenue? |
26-Aug-2004 |
| Interview with Jon Morrow -- Sitepoint Enthusiast and Successful Entrepreneur |
25-Aug-2004 |
| Interview with Jon Morrow -- Sitepoint Enthusiast and Successful Entrepreneur |
25-Aug-2004 |
| Another post about lousy service in the web design/dev field |
23-Aug-2004 |
| Would you rather have a fast nickel or a slow dime? |
19-Aug-2004 |
| Five common mistakes in influencing others |
18-Aug-2004 |
| Raising money from investors |
16-Aug-2004 |
| From the eye of the hurricane (almost) |
13-Aug-2004 |
| An Automated Lead Generation Tool |
10-Aug-2004 |
| Where are you on the value chain? |
08-Aug-2004 |
| Eight Examples of Profitable Headlines Every Web Professional Must Memorize Today! |
05-Aug-2004 |
| Is your marketing push, pull, or N/A? |
04-Aug-2004 |
| Classic Case Study: An effective but risky strategy for late-paying clients |
01-Aug-2004 |
| How much time should you allocate to business development? |
29-Jul-2004 |
| Avoid the top pet peeve in professional service delivery |
28-Jul-2004 |
| Affiliate programs as a way to gain leverage |
26-Jul-2004 |
| One relevant post on action planning and one irrelevant but hilarious link |
22-Jul-2004 |
| How to overcome limiting beliefs and insecurity to be a more effective marketer |
20-Jul-2004 |
| Finesse: How to overcome the issue of strengths vs. weaknesses |
19-Jul-2004 |
| Strength or Weakness: How to Stop Sabotaging Yourself When You Market and Sell |
16-Jul-2004 |
| A Pricing Challenge for Those Earning Less Than $70,000 Per Year |
14-Jul-2004 |
| How to Price Your Services (The Question on Everyone's Mind) |
12-Jul-2004 |
| Marketing On A Shoestring: Bonus Information |
09-Jul-2004 |
| How to Avoid Cheap Clients, PART II |
08-Jul-2004 |
| How to Avoid Cheap Clients |
06-Jul-2004 |
| How Do You Compete? |
03-Jul-2004 |
| The Stickiest Situations |
25-Jun-2004 |
| A Key Metric Every Web Designer/Developer Needs to Track |
23-Jun-2004 |
| You Are Always Selling the Engagement -- Even After You Have Sold It |
20-Jun-2004 |
| A Marketing Tactic That Works Better than Google AdWords |
17-Jun-2004 |
| Long Sales Cycles: How to Handle Prospects Who Won't Agree to Move Forward |
15-Jun-2004 |
| Best Practices in Managing Salespeople |
10-Jun-2004 |
| Answers to Fun Features to Benefits Quiz |
09-Jun-2004 |
| Fun Features to Benefits Quiz |
07-Jun-2004 |
| How Three Web Developers Lost a Six-Figure Project |
03-Jun-2004 |
| Surveying Clients Part II |
01-Jun-2004 |
| A Quick Way to Improve Client Relationships and Your Own Capabilities |
28-May-2004 |
| The Importance of Testimonials |
26-May-2004 |
| Key Distinction: Practice vs. Project Leadership |
25-May-2004 |
| An Overview: How Every Web Professional Should Think About Marketing and Sales |
21-May-2004 |
| Call For Information-Based Web Developer sites |
18-May-2004 |
| The Best Time To Market Your Web Business |
16-May-2004 |
| How to talk about your web business so that you set yourself apart |
13-May-2004 |
| How to Ceate a Referral-Only Web Design Business (Part 3) |
11-May-2004 |
| Are You Thinking Big Enough? |
07-May-2004 |
| How to Ask for Referrals, Part 2 |
04-May-2004 |
| Sasser from a business development perspective |
03-May-2004 |
| How to Ask for Referrals (Part 1 of 2) |
03-May-2004 |
| Lessons from a lousy sales week |
30-Apr-2004 |
| Should You Focus on a Target Market (Redux)? |
28-Apr-2004 |
| Essential Business Reading |
25-Apr-2004 |
| Is It Time to Take the Leap and Start Your Own Business? |
22-Apr-2004 |
| Let's Get Started |
21-Apr-2004 |
Andrew's consulting practice focuses on helping professionals and entrepreneurs build successful businesses. He received his MBA from Harvard Business School in 1991. You can get his books, sign up for his free newsletters, and learn more about him at www.fastmarketingresults.com. Andrew also maintains Down to Business: SitePoint's Small Web Business Management blog.
