Archive for the ‘Client Relations’ Category



How the DISC Behavioral Model Can Help Solopreneurs

May 11th, 2014 by Larry Keltto | Posted in Client Relations, Coaching, Collaboration and Partnership

From the archives: this post originally was published on March 24, 2011.

DISC is a behavioral model based on the work of Dr. William Moulton Marston (1893–1947) to examine the behavior of individuals in their environment or within a specific situation.

I was introduced to this system recently. I haven’t studied it in great depth yet, but I plan to because I think it gives us as solopreneurs a framework for understanding ourselves, our clients, and our collaborators.

DISC also can help us:

• Identify our weaknesses

• Identify growth areas

• Identify our fears



21 Things We Love and Hate About Being Solopreneurs (in GIFs)

February 7th, 2014 by Larry Keltto | Posted in Business Plan, Client Relations, Decision Making, Encouragement, Goal-Setting, Marketing, Motivation, Office, Productivity, Uncategorized, Web Site

In a typical day, how many times do you swing back and forth between loving the stuff you’re working on and hating it? Two times? Ten times? Fifty times? I’ve never kept track, but I know there can be a lot of love/hate for me, even within an hour.

But that’s the nature of the work. And it’s why we love the solopreneur life — it’s never dull and it’s seldom predictable.

With that, let’s look at 21 things we love and hate about being solopreneurs.

1. You LOVE Not Having This Guy As Your Boss




To Remain Connected to Your Market, Be Like a Parent of Young Children

June 5th, 2013 by Larry Keltto | Posted in Client Relations, Marketing

My wife says our kids make us smart. She means that our daughters make us aware of things in the world that we otherwise would know nothing about.

For example, when our girls were small we became very familiar with a parallel universe of:

Safety: outlet plugs, edge and corner guards, bathtub seats, back-facing car seats, baby monitors, water wings.

Books: When Hippos Go Berserk, Moo Baa La La La, The Very Hungry Caterpillar, Chicka Chicka Boom Boom, Lily’s Purple Plastic Purse, We’re Going On a Bear Hunt, Pigs Aplenty Pigs Galore (my favorite).



Why Do People Buy?

August 17th, 2012 by Larry Keltto | Posted in Client Relations, Marketing, Sales

As solopreneurs, we often focus on customer characteristics but in the process we fail to figure out what’s inside our customers’ heads.

In his book, The Sales Bible: The Ultimate Sales Resource, Jeffrey Gitomer lists reasons why people buy products and services:

• To solve a problem

• They need it

• They think they need it

• To get a competitive edge

• To save money or to be more efficient

• To eliminate mistakes

• To feel good

• To show off

• To change a mood



The Secret to Success in Negotiating

August 16th, 2012 by Larry Keltto | Posted in Client Relations

My 14-year-old daughter is The World’s Toughest Negotiator. (Consider yourself forewarned.) She’s held the title for the past 12 years. I think she’d be a magnificent Hollywood agent, and as of last week she wants to attend UCLA and major in psychology.

What’s the secret to her negotiating success?

It’s simple: she asks for what she wants and doesn’t stop asking until she gets it,.



How Narrow (or Broad) Should a Solopreneur’s Niche Be?

March 13th, 2012 by Larry Keltto | Posted in Business Plan, Client Relations, Marketing

There’s a lot of discussion about how narrow a solopreneur’s niche should be.

Seth Godin maintains that the secret to being the best in the world is to make the “world” smaller, i.e. to narrow your niche.

He tells the story of Alan Scott, who was the best artisan pizza-oven builder in the world. “It was a niche that didn’t exist before, but it spread, it engaged people, it created a tribe that supported him. Alan was passionate about his craft and wasn’t shy about sharing it. He trained others and turned it into a movement.”



No Solopreneur Ever Went Wrong…

May 9th, 2011 by Larry Keltto | Posted in Client Relations, Health, Marketing, Productivity

For many years I have enjoyed Matt Kramer’s column in Wine Spectator magazine. In the May 31, 2011 issue he wrote a piece titled “Nobody Ever Went Wrong.” Matt is talking about wine, of course, in this column, and he writes:

It seems a good — indeed, useful — exercise to see what truths might be extracted from this “nobody ever went wrong” formulation.

I think it works for our solopreneur lives, too, so here we go.

No solopreneur ever went wrong…

…Asking for help. The return on investment when we ask for help is extraordinary. If you don’t believe me, just try it and see what happens.



How To Decide Whether You Will Enjoy Working With a Prospective Client

April 19th, 2011 by Larry Keltto | Posted in Client Relations, Collaboration and Partnership

These Are the Results of The Solopreneur Life’s
Crowdsourced Question #1

The Solopreneur Life Crowdsourced Question (the name just rolls of the tongue!) is a new, occasional feature for The Solopreneur Life. It’s kind of the like the “Person on the Street” feature that newspapers used to publish.

I’m hedging my bets and saying “occasional.” While I think crowdsourced articles are a great idea, I think their use is going to become very popular and possibly over-used, due to the advent of a tool called We’ll see. Plus, I don’t want to detract from the superb Q&A that Dr. Shannon Reece does on a weekly basis. She was doing this, and she does a superb job.



How Do You Know Whether You’ll Enjoy Working With Someone?

April 11th, 2011 by Larry Keltto | Posted in Client Relations

It’s seemingly part of the solopreneur how-to canon: “Work with people you like.” It sounds great and it makes sense; you didn’t beceome a solopreneur to work with clients that you hate, right? But as a solopreneur, how do you know if a prospect is someone you will enjoy? How do you determine that a person will be a good fit for you?

Join the conversation and share your ideas with your fellow solopreneurs. I will publish the responses next week. It’s great PR for your business and it’s an effective way to network.



Would Your Customers Elect You? How to Use Political Campaign Tactics to Connect With Your Customers

January 25th, 2011 by Larry Keltto | Posted in Client Relations, Marketing, Public Relations

This article was written by Laura Petrolino, managing director of Flying Pig Communications, a communications and business consulting firm that focuses on the needs of startups, small businesses, and nonprofits. She also serves as Chief Communications Officer at Ignite Venture Partners, which brings together consulting, capital, and concept incubation to build value in businesses of all sizes and stages, and across industries.

Laura is an expert in the art of relationship management, and she guides entrepreneurs and executives at all levels on how to best cultivate their networks. The idea for this article arose from comments Laura made during this episode of The Solopreneur Life on BlogTalkRadio.