If you’re an experienced independent expert, five real opportunities may tell you more than 5,000 impressions ever will.
There’s a piece of business advice that sounds reasonable until you apply it to a solopreneur:
You need more data.
More leads.
More website traffic.
More email subscribers.
...
The solopreneur problem is no longer finding good advice. It’s determining which good advice actually deserves to be followed.
There is almost certainly somebody on the internet right now telling you exactly what you need to do next.
Post every day on LinkedIn.
Start a newsletter.
Build a person...
Which Buyer Decision Is Stalling Your Pipeline?
Marketers love funnels.
Top of funnel.
Middle of funnel.
Bottom of funnel.
Traffic goes in at the top.
Customers are supposed to come out at the bottom.
Simple.
Neat.
Comforting.
And useful—as long as we remember that buyers are not actually ...
THE PIPELINE BRIEF WEEKLY
What mattered. What it means. What to do next.
Your Buyer May Be Doing Too Much of the Decision Work
There is a strange way experienced experts can make buying harder while sincerely trying to make it easier.
We give options.
We provide information.
We demonstrate cr...
There is a particular kind of silence that makes business owners slightly irrational.
And I'm SURE you have experienced this....
You have a good conversation with a prospect.
They seem engaged.
They ask smart questions.
They understand the problem.
They like your recommendation.
Maybe they ev...
Sometimes a prospect believes almost everything you need them to believe.
They understand the problem.
They agree it matters.
They trust your expertise.
They like your recommendation.
The price is reasonable.
The process makes sense.
And they still hesitate.
At that point, it's easy to assum...
When a prospect hesitates, one explanation gets blamed almost immediately.
The price.
They liked the conversation.
They understood the problem.
They seemed interested.
Then they saw the proposal and slowed down.
So we assume:
Too expensive.
Maybe.
But price is only one part of what a buyer ...
There’s a frustrating kind of prospect almost every consultant, coach, expert, and service provider eventually encounters.
Does Your Buyer Understand Why This Problem Matters NOW?
They understand what you do.
They agree that the problem is real.
They like your approach.
They may even tell you h...
