tools

If Prospective Clients Go Cross-eyed They Won’t Hire You

Does your practice focus on working with an older folks?  Patients, caregivers, adult children… If your work or marketing targets people over the age of 50 or 55, then this tip is for you.

Because… you may be sending them away without even realizing how or why – or importantly – what you can do instead.

Here’s why:

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Use the Calendar for Your Marketing

This is October. It appears the world has turned PINK in the name of breast cancer… as if someone spilled a lifetime supply of Pepto Bismol and it coated the world.

The breast cancer PWB (powers that be) have done a remarkable job with this branding of pink and breast cancer since their first year of pink in 1985. All that PINK does an extraordinary job of raising awareness for breast cancer research and its fundraising.

And thus – October spells “breast cancer.”

So what does that have to do with your advocacy practice? 

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Emailing to Groups – What Is or Isn’t Kosher

Last week, my neighbor sent an email to a group of almost 50 people. She asked us to donate to a specific charity in honor of a neighbor who had died because she thought it would be a nice thing to do. She wanted them all to send their checks, made out to her. She would cash them and send one large donation.

There are so many things wrong with her method! As well-meaning as she was, she now has people angry with her for several reasons. NOT because she was trying to spread generosity, but because the way she did it was so questionable.

I realized it was a good topic for our TIPS because you never want to make a similar mistake! Both her message and the mechanics were problematic. So let’s take a look.

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Ask and Track – a Simple Trick to Save Time or Money

You have a website. You are listed in multiple directories. Your Facebook page and Twitter feeds stay active. You spoke to the Rotary Club and your local Chamber of Commerce. You send an email newsletter once a month to your list of subscribers. And you blog your little fingers off every other week.

A good estimate of your marketing time spent might be 20 hours a month. A good estimate of your marketing costs might be an average of $200 a month.

It’s worth every penny and every minute because you stay busy with new and existing clients…. right?

Maybe not!  How do you know?

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How Do You Get to (the Advocate’s Version of) Carnegie Hall?

As the punchline goes….

Practice, practice, practice!

It should not surprise you when I tell you that convincing a potential client to sign a contract to work with you requires the same thing: practice, practice, practice.

I hear from so many new, wannabe advocates that they just can’t get a client to sign a contract, or they just hate asking for money and oh – yes! I do understand that!  Making those requests can be quite uncomfortable when doing so hasn’t been something you’ve ever had to do before. That’s for sure.

But there is a way you can get past that hurdle, become more comfortable with it, and move on to grow your successful advocacy or care management business.

Practice! OK, admittedly, easier said than done.

But, I’m here to make it easier for you with a 4-word piece of advice to do that.

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