Professionals like lawyers or CPAs often struggle with traditional sales activities like asking for referrals. The key is to shift focus to creating visibility through content and events, allowing potential clients to find them and opt-in.
The pressure of a "weekly series" can be paralyzing. Instead, view it as building a library of evergreen assets. The effort diminishes over time as the library grows, and you can leverage and repurpose your best content "reruns" to generate leads.
Instead of cold calling, ask a target executive for a 10-minute interview for an article you're writing on an industry topic. This non-salesy approach grants access, positions you as an expert, and initiates a relationship on collaborative, not transactional, terms.
Sales skills like handling objections are useless if you can't get in front of prospects. The primary bottleneck is securing meetings, not closing them. Therefore, 80% of sales enablement efforts should target this top-of-funnel challenge.
You don't need a badge to benefit from a major conference. Simply being present in the surrounding environment—hotel bars, cafes—puts you in close proximity to target prospects. This creates serendipitous opportunities for connection without the cost and structure of official attendance.
An intro video works 24/7 to position you as an expert prospects want to meet. It answers "who you are, what you do, and why they should care" before you ever speak, differentiating you from competitors and warming up leads.