State Of Client Acquisition

Slightly more emotional episode.  It was triggered by a conversation with a consultant who's considering going back into corporate life because he cannot get clients for his business.  I thought it was such a shame because there are such straightforward tactics he could just DO and win clients.  So it's a bit of a rant or pick-me-up, depending on your viewpoint.  The State Of C...

Testimonials are a give and take, in order to get some, we should be open to giving some first. Anric Blatt and I linked up to discuss testimonials; what they can do for businesses and personalities, how to go about giving and receiving them, the formats of testimonials and how to avoid going to third base too soon. He emphasizes the three step strategies around testimonials – the ‘Stop, Start, Co...

The earlier you are in your entrepreneurial journey, the more mindset challenges lie around every corner.  From self-doubt to being surrounded by less-than-supportive people, to poor lifestyle habits that fuel procrastination & laziness...  there are daily opportunities to slip up and be  My wife Ana has been instrumental in my own journey.  We met in a business networking...

Once a month I hear that ominous music... When the hero walks down the steps into the basement, candle in hand. 👻🐺😱😱😱 And I think NOOOOOOO! That’s the feeling I get when a prospect tells me he’s working on his course or coaching program. (oddly enough it’s only been MEN so far). There’s 3 good reasons you should SELL FIRST BEFORE BUILDING the damn thing. ✅ Saving Time: You avoid over-buildin...

Side hustling for years is a huge waste of time. SHs are an over-glorified recipe for overwork and mediocrity. There’s a better way. Reframe Side Hustles: 👇 SHs need to be short-lived experiments to VALIDATE if they can make you money. When is something “validated”? Simple: Either 3 acquaintances or 1 stranger is paying you market rates for your work. That’s enough of a signal that you have somet...

When you get 100 potential clients in a room and you present your service - how many of them would end up buying from you?  Right out of the gate possibly 1 or 2.  90 would just go home right away.  And the remaining 8? That's where the magic is: You'd start conversations with them and some of them might become clients.  Key is how you conduct those conversations.  This is...

Executive Coach Paru Radia has blown up on LinkedIn in November 2021, with several posts of hers getting over 100,000 views and counting.  And it’s far beyond vanity metrics. She closed 3 new retainer clients off the back of these posts.  What has she changed to achieve this result?  Paru walks us through her journey of discovering her voice with the help of her coach Al Tepper, fou...

In this episode I’m joined by High Profit Consulting’s Mark Firth and special guest Frank Prendergast of Frank & Marci to discuss the importance of having the right mindset to take on challenges and do away with the victim mentality.  Mark has had a tremendous impact on me, imparting a crucial lesson to me in September 2020 when he told me I was behaving like a victim. While I didn’t want...

Practically, a free master class on the art of 'Crushing it on LinkedIn' while enjoying some vacation sun.  Featuring a puppy cameo, 'The Fund Whisperer' Anric Blatt returns for a discussion of the 2021 review of his Crushing it on LinkedIn course that stemmed from his content views skyrocketing while he was on vacation.  Anric breaks down his numbers and shows us what he does that helps...

If your only experience with Selling is with prospects who come to you as referrals or word of mouth, this training will be very useful to you. Also, if you don’t convert at least 20% of your calls, tune in.  I cover the 9 Principles for Alpha Selling - mindsets and processes to optimize your funnel flow to quickly weed out the unsuitable candidates and lock in on those you can help with your...

To live or not to live – that is the question: whether ‘tis nobler to host LinkedIn and Facebook Lives… or herd audience into a Zoom call - Anric Blatt shares his thoughts on why one of these options is preferable to him.  In this treat of an episode, we discover LinkedIn Easter Eggs with Anric as he gives us the lowdown of his tricks for a wider audience reach: experimenting with polls, and...

In this episode, we do a live training session with Curt Sassak where we break down outbound prospecting.  Originally, this was planned as a session on selling on Zoom, but since Curt said he didn’t have a challenge in this area, I did a swap-out on the fly to cover outbound prospecting.  Learning how to do cold outreach effectively can be crucial to the success of a business. Whether yo...

An Irresistible Offer is not easy to build but has a massive impact on the success of your business.  In today’s live I help you break down the architecture of an irresistible Offer. Let’s break it down. First, your Offer needs some strong Basics: ⇨ a non-shrinking market ⇨ a clearly defined target audience ⇨ a high enough price Then, you have to Enhance it a bit to make the Offer stand out,...

I imagined what I'd do if my account got wiped off the face of LinkedIn. How I'd start all over again. This would be my process.  Timestamps:  00:00 Intro, Yada Yada 02:18 How I'd allocate my time 03:12 Before we dive in: Let's talk about your offer 07:00 Boxes your high value offer should tick 12:30 Adjust to your cash needs 17:10 Connecting (4h/week) 20:50 Start a podcast (8h/week) 26:...

A real treat. Anric Blatt is one of my favorite people on LinkedIn. He's funny, knowledgeable, and a real force of nature, churning out supportive comments by the truckload with a dazzling array of fonts, emojis and personalized GIFs. He and I have a bit of a running joke on LinkedIn where I post some rant against "vulnerability" on LinkedIn and he reminds me that we need to be authentic and inclu...

My client Richard had a few questions on the topic of hiring freelancers & video editors, and he was kind enough to ask them via a LinkedIn Live. In our conversation I present my approach, the salient points of which are: * Audit your time - what are you spending time on that someone else could do? (download the free template to track your time - see link below) * Create a landing page with a...

Parasocial Interaction is the feeling of knowing someone well who doesn't know us. It's what stalkers feel with pop stars. And it's woefully underused in B2B where only a handful of influencers have deliberately worked towards building a high level of familiarity with their audience. In this episode, marketer David Rapalski and I discuss the phenomenon of Parasocial Interaction, why it's particula...

A consulting call with Jonathan who runs a 700k+ / year consultancy. He's not doing much in terms of content and DemandGen and was curious what he could do with a very limited time budget. We're drilling down into his main sources of revenue, Time Stamps: 0' - 28' Gathering information 0:00 Introduction 5:05 Jonathan's history 10:50 Typical Clients, Business Model, Products & Revenue Origin Pi...

It's easy to set quarterly targets. But identifying specific tasks that will get you to those goals and ensuring you execute daily on these tasks? That's a whole different kettle of fish. I haven't met anyone who's doing this well. Connecting the long term goals with daily execution. So I decided to do something about it and create a system. In this video, I walk you through my entire planning pro...

A deep dive into Realism and how this Philosophy can advance your business journey. Realism forces you to look at the world how it is and adjust to it. The antithesis would be Idealism where you imagine the world as it should be and then trying to mould the world in this image. Evan Thomsen (www.evanthomsen.com) is a firm believer that the first way is far superior and allows you to build a busine...

One of the tasks I'd been putting off because it was important but not urgent. I forced myself to do it by scheduling a LinkedIn Live on the topic. In this episode, I'm refining my own company strategy for Q4 2021 and 2022. The structure is: 1) Set a quantifiable goal 2) Analyse the current situation. External and internal, my own strengths and weaknesses, Opportunities and Threats. 3) Identify sp...

This is from a LinkedIn Live in September 2021. We're all seeing the writing on the wall. Solopreneurs are already doing it en masse. But small B2B companies are slow to catch on. This is the first time I crystallized the new world of client acquisition in a coherent narrative. I'm sure further iterations will follow. But I hope that this presentation will help small B2B companies to realize what'...

We're back for Season 2, and open it with a BANG! This is a a sweeping tour de force with someone I've had the privilege to meet only two months ago. Evan Thomsen describes himself as the Machiavelli of Business. He has created a unique kind of consulting career for himself. See, most consultants have a specialization that they then sell. However, Evan is not particularly specialized. Instead, he...

Michael Barris is a public speaking coach who helps professionals gain more confidence in front of the camera. He’s also written a book “How to become a SuperSpeaker” I was intrigued by his instructional video (link below) where he suggests to become better at public speaking is to practice speaking twice as fast. In our conversation, we cover the magic of a great delivery, what you need to do mor...

I've been looking forward to this episode for a while. Because I keep hearing these tales of woe and regret where people invested with a coach or program to help them grow their business, only to find out that it "wasn't for them" or that expectations weren't aligned. So what are the things to look out for when choosing a sales & marketing coach or LinkedIn mentor? Most people go by their gut....