State Of Client Acquisition

Yes, you want to be consistent. But also, you need to be alert to when things don't work out. And yes, we hear the stories of people like Justin Welsh who posted for a long time before seeing results, and then suddenly, things took off. How can you tell the difference between consistency and insanity? In this video, I discuss my simple framework for how to be consistent, but in a smart way. Th...

As a B2B service provider, you may think you don't have a boss. But you do. Your boss is your multi-millionaire future self. He or she is calling you from the future and is probably quite dissatisfied with your current performance. This is the message from my future self (note: I am NOT at that level yet - at the time of posting this, my business is making $30k/month) to my 5 year younger self...

Do you have millions of potential customers? Sure, you can blast them with a barely personalized email. And how about 1,000? You better hand-craft every single pitch. But number of potentials isn't the ONLY factor that matters in cold email personalization. Watch this episode for a full discussion of the elements that matter and start personalizing your appropriately. This is the State of Clie...

4 Mindset patterns that keep you below $10k/month Little insidious mind viruses that masquerade as 🎭 humility 🎭 ambition 🎭 responsibility 🎭 healthy self-critique Other mindset patterns keep you from starting in the first place. But these ones specifically keep you below $10k (which means you're not building wealth) Here they are: 1) “What am I doing wrong?” It SOUNDS good because - at leas...

Every uplevelling requires an overhaul of how we work. When you move from employee to entrepreneur, it's a massive change in how you spend your day. It's the same when you have to go from 30 to 100k/month. It'll become a totally new business. In today's episode, I share the 5 changes I need to make in my business to get there. Here's the video about how I got from 10k to 30k/mo...

Networking as a client acquisition tactic... is deadly It's the equivalent of the horse and buggy in a world of supersonic jets. In this video I provide conceptual and mathematical proof for this, but more importantly I share what you can do if so far networking has been your main or only way of getting clients for your B2B consulting business Relevant links: I refer to the video about the Cri...

No incantations, no affirmations, no visualizations, no manifestations. None of these will get your business from (barely) surviving to thriving None of that crap. What you need is not more motivation or mindset work. You need action. The difference between being at $10k/month or less and making regular $30k months is a difference in VOLUME of activity. And in having an offer that sells. And in ha...

What if you get STUCK in Conversational Prospecting? Not sure what to say next? Use this framework 👇 You don't want to ask the prospect directly about your product area ❌ "So, have you ever thought about writing a book?" (if you're a ghostwriter) ❌ "Curious - are you happy with your HR Software?" (if you build custom low-code software) ❌ "Who is doing your fina...

Many consultants rely on 1 or 2 sources of new clients. And in 90% of cases, one of these is word of mouth. That’s not a way to build a business. If you want to build a sustainable business, you need to have multiple client acquisition tactics running at the same time. And if that sounds similar to investment advice, it actually is! There’s many similarities between investing and client acquisitio...

Consultants often turn into supplicants on sales calls. As a result, prospects lose respect, and treat the consultant like a job candidate. This video is all about how you can break through this pattern by fixing these 4 things in sequence: ✅ Creating a new Belief ✅ Building your new Identity ✅ Establishing the right frame for the call ✅ Developing skills to handle any curveball thrown your wa...

There are 3 main business models in the area of selling your knowledge online. * The Agency (Done For You) Model * The High-Ticket Coaching Model * The Low Ticket Product Model Blur the distinctions between them at your peril. Each of them has its own rules and optimal sales and marketing mix, and if you want to succeed fast, it's best to follow the rules. In the video I reference the Critical...

Procrastination isn't necessarily about Netflix or excessive tidying. There are much more insidious forms of procrastination that consultants and solopreneurs struggle with. They are much tougher to overcome because they're masquerading as worthwhile activities to grow your business. They are 😐 Networking 😐 Going to Conferences 😐 Getting into Partnerships and Alliances 😐 Getting hung u...

It's a bad idea to sell everything to everyone. And yet many consultants still do it. Recently I saw someone offering services as varied as Facebook ads and Supply Chain Management Consulting. All as a 1-man band. That's like selling Sushi & Pizza...and some Curry to top it off. Not very confidence-inducing. This is the State of Client Acquisition Podcast - where we dissect the art and...

It's not always possible to close a deal on the first call. But that doesn't mean we shouldn't try, especially when the prospect seems ready. Now I routinely close deals on the call and strangers who are talking to me for the first time wire me a high four-figure amount on the call. There are five tweaks I have applied to my sales approach that allows me to do that. 1) I study the pros...

Not all B2B Consulting Value Propositions are Scalable. Some of them are so unique to their target audience that the density of prospective clients in the market is too low to run any meaningful outbound client acquisition. But it's not only about density. Based on my work with consultants, I have identified 7 factors that are part of what I call the Critical Density Test. If your score is bel...

There were 4 mistakes I was making that kept me from getting to $20k / month. They were 1) Have an unclearly defined Avatar / serving multiple avatars 2) My service offering was all over the place 3) I spent way too much time delivering to clients 4) I spent my non-client delivery time wrong And now that I fixed these problems, I'm easily making that (and more). Hope it's going to be usefu...

Tony Wilson https://www.linkedin.com/in/tony-wilson-cpa/ helps software development agency founders build their business to $1m revenue.    Within 2 months of working with us, Tony doubled his revenue by signing a $5k monthly retainer client.    In our conversation, we talk about how he did that and what were his obstacles with turning a stranger into a paying client. ___ The S...

Referrals are awesome. Prospects that book a call with you as referrals from someone else are... ✅ easy to close ✅ better to work with ✅ more likely to refer you themselves.  I love referrals. The problem is when referrals are all you have... and you're just barely getting by. Then referrals are a trap. Because when something in the market shifts or the economy slows down, you have a probl...

In this episode, I sat down Ray J. Green. as he shares his entrepreneurial success that came from a leap-of-fate move to Cabo, Mexico and taking on life as a remote solopreneur.  Ray breaks down his journey from working at the Chamber of Commerce to generating a $40k / month revenue business in 2.5 years by offering sales audits and coaching.  When entering a new field, Ray expresses tha...

Being eager to transition to passive income too soon can be a stumbling block for your business.  I recently spoke to someone who wants to serve his clients in a passive way (via an online course) although this is not the best way to get his clients results.  In this episode I explain why this is not a good idea and why client results need to trump your own preferences of how you want to...

I have started about 2,000 conversations with prospective clients. And there's a common theme that has proven to be right over and over again: Those who focus on the identity of their audience or on a virtuous cause... ...do worse in their business. Examples: Those who... ✅ Coach female / black entrepreneurs ✅ Do Marketing for vegan solopreneurs ✅ Do Operations Consulting for "ethical businesse...

From charting the music to charting LinkedIn, in this episode, all round creative genius and serial entrepreneur Sam Browne shares his LinkedIn exploits that lead to him becoming a LinkedIn rockstar a mere 2 months into being properly active on the platform. We discuss our different content sharing methods where Sam proves to be more of a renegade with his unplanned and unscheduled methods that ar...

Jiu Jitsu Black Belt and Marketing Swiss Army Knife, Ryan Kovach of RK CMO shares how he went from temporary unemployment to a million dollar a year solopreneur.  With a Can Do attitude and a DIY spirit, Ryan is a fractional CMO to his clients, by being both the consultant and the service provider that is fully immersed in their craft and their client’s day-to-day running of their (digital) m...

I had a conversation with a Consultant who works with a "LinkedIn Coach".  The question is: Can a LinkedIn Coach help you with your overall Strategy? Not just LinkedIn Strategy, but overall. Your product? How to Position yourself? How to sell on Zoom?  People are so focused on the mechanics of LinkedIn, forgetting that it's just a small piece in the overall puzzle of making a business wo...

This is all about activating your First Degree Connections and past clients, as opposed to searching for new Horizons.  Enter Scott Webb, ReFluencer Though there are differences in my and Scott’s methods, the core foundation of our strategies remain the same; to add value beyond the product or service you sell. Scott has an excellent framework and a killer set of tactics under his sleeve to m...