Be wary of low-paying clients who tell about their “big plans” for the future, or who ask you to “grow with them.”

“The power of real outreach is on the rise. Genuinely targeted, researched and personalized messages coming from a true expert…”

Are you really on the wrong path? Or have you just not been on the path long enough?

This is a lesson I’ve been learning at the poker table recently.

If you’ve been in the creative industry long enough, you know this.

“What’s your budget?”

“What’s your rate?” 

The pit-in-your-stomach fear of looking stupid can be eliminated if you accept the fact that what you’re doing is public service. It’s closer to driving a bus than it is to shredding a guitar solo.

Cheap doesn’t usually deliver on time, respond quickly, or have great ideas. Expensive does those things. 

If a client doesn’t know who you are, you have to do a lot of selling to win their business. There’s a better way.

Clients don’t care if your creative concept or campaign idea is the best idea in the world.

Do you ever wonder how photographers and videographers with half your talent are booking jobs twice as big as yours? Hint: It’s because they know how to pitch. 

Selling consulting is hard. Selling strategy and knowledge and soft skills is not as easy as selling products or services. 

This is what I learned growing up just a chainlink fence away from a vicious Rottweiler named Rufus. 

There are a few scenarios in which doing free work makes sense. Here they are. 

Anchoring isn’t just about price. It’s also about quality, speed, and status. Here’s how to do all four.

If you sell creative services, the first thing you have to do is turn your prospect into a buyer. Generally speaking, this is the easy part.

If you’re lucky, your clients understand about 10% of what you do. Most of them probably only understand about 5% of what you do. 

Friction can be a good thing in sales, assuming you have a good product, because it forces the customer to think about you and to make a decision.

“You will save yourself from yourself by learning to just state the number and shut up.”

You got ghosted by a client again. Let’s talk about why that might have happened.