Your prospects want to hire someone they trust—but how do you build that trust without compromising your professional credibility? It’s one of the most delicate balancing acts in professional marketing. Share too little, and you sound like a corporate robot. Share too much, and you undermine the authority that qualifies you to solve their problems….
Why do qualified prospects sometimes choose less experienced competitors over you? It’s probably not about credentials or pricing. And it’s not necessarily about results either. More often than not, it comes down to something much simpler (and sneakier):Familiarity. Your ideal client has a problem. They start researching solutions. Three providers pop up—including you. All seem…
And Why They Matter More Than You Think Growing up in the California desert, my brother and I loved reading about the Wild West. It was easy to imagine ourselves as early settlers defending the homestead or guarding our horses from rustlers. That rugged independence is a part of the American story—and if we’re honest,…
“But I see your true colors shining through…And that’s why I love you…”— Cyndi Lauper, “True Colors” If you were in high school in the ’80s, you probably remember this one.And even now, decades later, those lyrics still resonate. There’s something universal about the pull to compare ourselves to others—especially in leadership, client work, or…
What a Smelly Trash Can Can Teach Us About Discipline and Business The smell hit me before I even opened the lid. I hadn’t planned on scrubbing out the trash can that day (or assigning it to one of my kids), but the odor made it unavoidable. I filled it with hot, soapy water and…
A couple of years ago, I was sitting in a not-so-thrilling HR conference session when I pulled out my notebook and started sketching:What would my ideal workweek look like if I could design it around focused client work and sustainable business growth? I wasn’t daydreaming. I was planning.I wanted Mondays to be content and marketing…
Not long ago, my daughter and I wrapped up a Costco run (because dorm snacks wait for no one) and were loading up the car when my phone rang. My husband had been sitting outside a convenience store making work calls and forgot to turn off his headlights. The battery was dead. We drove over,…
If your best clients aren’t responding to your messaging, it might not be your offer. It might be their level of awareness. Whether you’re an attorney, consultant, or financial professional, you’re not just selling services—you’re guiding people through decisions that matter. And how you guide them depends on one foundational insight: Where is your prospect…
Your prospects recognize your expertise. They know they need help. So why do they still hesitate to hire you? It’s not about your credentials, your experience, or even your pricing. It’s about something much more fundamental: trust. When someone hires a lawyer for a complex transaction, a financial planner for retirement strategy, or a consultant…