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Consulting and Coaching Insights

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The Secrets of Successful Networking, Part III

consulting network

Networking has been proven as the best way to gain
new clients within our network of outstanding coaches and consultants.

The Secrets of Successful Networking, Part I
The Secrets of Successful Networking, Part II

We’ll continue sharing their tips and techniques in this post.

Okay, you’ve been to an event and met some great people. Now what?

The Secrets to Successful Networking, Part II

business consulting network

Our task for the next few posts is to help you get
more out of your networking efforts. We began with our last post, The Secrets to Successful Networking. We’ll continue by taking a page out of the Boy Scout handbook for the secret identified in this post: Be Prepared. It’s important to prepare yourself if you know you’ll be attending a networking event. This encompasses everything from dusting off that tuxedo or otherwise dressing for the occasion to determining if this event or group is even right for you.

Your preparation should begin with determining if this event is the right place for you to make connections. Find out who’s going to be there. Who attended last month/year? Chances are they’ll be back again or people like them will attend. Are they in your target? Identify the type of person with whom you want to align. Are the people you want to meet going to be there or do the people who are going to attend know someone you want to meet? If not, you have a decision to make. Is this event really worth your time?

The Secrets to Successful Networking – Part I

consulting secrets

Our internal research within our network of
almost 500 coaches and consultants shows
that in 2013, networking became the most effective method for gaining new clients, even overtaking referrals from current/past clients.

So, if you’re wondering why you should be networking, the short answer is … because it works! Frankly, it has always worked, but as businesses and entrepreneurs get better and better at it, it’s trumping all of the other methods of gaining new clients. And the best part is, if you approach it with the right attitude and process … it can be downright FUN!

What No Really Means

consulting business

Even the best consultants and coaches hear the word No every
now and again. Do you ever get a No when you’re trying to sell your services to someone? You probably have. If a No bothers you, then you should probably shift your thinking about what that No really means. You see, when you are trying to engage a new client, it's not about you. It’s not about whether you succeed or fail, or whether you get a Yes or a No. It's not about you at all. It's about the prospect and his problems or her needs and wants.

Sometimes a No just means not now. Maybe this potential client has some other more pressing issues in his life he must resolve before he begins to think about designing his best possible future. If you can step back for a moment and put yourself in his place, you might be able to shift your message from this: 

Outstanding Consultants and Coaches Have These 5 Qualities

good coaching

Our previous post How to Be a Rotten Coach, highlighted some of the less desirable traits in a coach. Think you might be an outstanding consultant or coach? Ask yourself the questions below. Put yourself to the test and see how you measure up in these 5 areas:

How to Be a Rotten Coach


We’re not sure anyone aspires to set up a bad coaching or consulting practice, but in the decades that we’ve been helping entrepreneurs set up successful coaching and consulting businesses, we’ve seen the good, the bad, and the downright ugly.

How to Get Off the “Meeting” Merry-Go-Round: 3 Simple Steps


Effective coaches and consultants know that managing their calendars can be challenging. How often do you find yourself on that endless cycle of emails and phone messages just trying to schedule an appointment to meet with someone? Days and often even weeks can go by without that face-to-face meeting you know you need to move your prospect to the next step.

Do You Hate Networking? 3 Tips to Hate it Less

business networking

Good coaches and consultants often use networking to build their client base, but not everyone is a natural networker. If you hate networking, you're not alone. Here are three tips to help you hate it less:

Is 2014 All You Thought It Would Be? 6 Small Steps to Get It There

consulting success, coaching business

The end of June is coming up fast, which marks
the halfway point in another year. Successful business owners are constantly checking in on their progress toward achieving strategic goals and initiatives. If you’ve been a little lax in reviewing your business results, the halfway point in that successful year you planned to have when you reviewed your goals at the end of 2013 is a good place to start your evaluation.

It’s time to begin your mid-year check. If you are one of those successful business owners who constantly review results and are satisfied with your progress, please don't read the rest of this post ... you’re obviously just where you want to be.

3 Categories of Questioning Successful Consultants Should Memorize

consulting questions

Great consultants ask good questions!
Which three measurements give the best sense of a company's health? Whether they're talking to the business owner of a multi-site, multinational organization, or the owner of a corner store, there are three critical measurements that denote the overall health and well-being of any organization: employee engagement, customer satisfaction, and cash flow. 

No company, small or large, can remain competitive in their chosen market without employees who believe in the mission and know what they need to do to achieve it. That's why it is critical for all companies to measure the level of employee engagement at least once a year ... anonymously. And they should be looking for more concrete information than finding out if they like the coffee in the employee lounge. In fact, that question shouldn't be anywhere near an employee survey! Stack that question against the wealth of information available if they’re asked questions about:

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