State Of Client Acquisition

Ben Chan is a Project Management Consultant in Calgary, Canada. So far, he has been working with one major client, helping them implement strategic initiatives. Since starting his business in early 2020, the requests for his expertise have not slowed down. In order to be able to serve these prospective clients, Ben came up with an idea to help these clients help themselves - by making their projec...

What does it say about someone who's in the business of helping other people be better at what they do... ... but doesn't invest in a coach / consultant / mentor themselves? It doesn't only destroy credibility, but it also impacts their karma. Listen to today's episode to understand why. +++ The State Of Client Acquisition (www. StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast tha...

Not only is being "disruptive" lazy marketing that most people see through.  It also puts you into a wrong mindset.  Because being disruptive means you're playing outside the boundaries of an industry (and therefore: hierarchy). You want to destroy it in order to build it up in your image and emerge as the dominant player.  And playing OUTSIDE of an established hierarchy means you m...

[Clip From A Live Alpha Lead Academy Coaching Call Included] I have a client, let's call her Jane. She's excellent at what she sells to people (public speaking, presenting, pitching). But she's been at a low revenue level for a while now, underselling herself on most occasions, with patchy revenue from piecemeal clients ($99 here, $997 there).  During a coaching call with her, the problem cry...

One thing I like about Sam Moss is how non-flashy he is. He publishes solid B2B marketing content. A podcast where he interviews interesting people. The occasional family picture. But... ✅ ... no fancy jump-cut videos with animations ✅ ... no provocative clickbait ✅ ... no "vulnerable" self-flagellation ​And yet, despite this lack of extravagance, his LinkedIn content drives all the revenue of...

I have now spoken to well over 1,000 coaches, consultants and other such solopreneurs and leaders of small B2B.  They are all at one of five stages of entrepreneurial progress.  Stage 1 - "I do anything for money" ($0-3k/month) Stage 2 - Specialists who are afraid of selling ($2-5k/month) Stage 3 - Busy professionals selling their time ($5-25k/month) Stage 4 - The business owner - organi...

Tricky subject! May is Mental Health Awareness month, and it's my firm conviction that 50% of supposed mental health issues are completely avoidable by choosing to walk away from the diagnosis and pursuing a meaningful adventure, instead.  I speak from experience. In 2014, a doctor diagnosed me with "anxiety". I went to see a therapist who offered to treat me... and I decided against it. I ch...

I'm a sucker for inspiring movies. A hero with such strength of character who succeeds against huge odds. Rocky, Shawshank Redemption, Braveheart. And normally, the effect on me is a surge of inspiration ("I wanna be more like them") only to then fall back into my usual patterns.  Recently, I watched The Pursuit of Happyness for the first time. There, the hero overcomes such staggering odds a...

Ice Cold Showers and Outbound Prospecting have many similarities, beyond the "it's unpleasant but good for you" aspect. In this episode, I explore these. Also, on top of the show, I discuss a recent sales failure and how I am dealing with it.    The State Of Client Acquisition (www. StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquis...

I was 16 and was looking for a summer job. A family friend hooked me up with a gardening shop. Unbeknownst to me, he also fixed up my salary. The owner was willing to pay $x, and so our friend added another $x on top of it which the shop owner was paying me. I only learned about it a few years later.  When I started my business in 2016, I was relying on my network, and for 2 years I've just b...

In today's episode I dig into whether Business Consultants should use Facebook to grow their business, in which circumstances they should do so and which features of Facebook in particular they should use.  The State Of Client Acquisition (www. StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B...

In today’s episode I reflect on my journey to $29k revenue per month, a milestone I hit in March 2021. Truth is it took me unnecessarily long to get there (4.5 years). And so I thought about what I would have done differently if I could go back in time.  After this reflection, I answer two listeners’ questions about outbound prospecting and about personal brand on LinkedIn. Timestamps: 2:15 -...

This is an interview with me by Kyle Hamer on the Summit Podcast, originally published here:  https://tunein.com/podcasts/Business--Economics-Podcasts/SUMMIT-p1234956/?topicId=159584413 Timestamps:  00:01:22 Intro 00:02:40 How we met - Kyle's baby isn't ugly  00:03:55 The Cocktail Party Comparison 00:05:30 My background 00:08:30 My LinkedIn philosophy 00:11:00 Breakdown of the conve...

This is a free consultation call I did with Francesco, a gentleman who is starting a paid ads agency for eco-conscious brands. We cover the basics of LinkedIn client acquisition, where to find clients on LinkedIn, how to start conversations, how to deal with getting ghosted, how to know what kind of marketing/sales method to choose, how to do content.    Timestamps:  00:15:00​ Intro...

The State Of Client Acquisition (www. StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B CEO. We focus on LinkedIn organic and on YOU, the listener. So if you have a question, go to www. StateOfClientAcquisition.com.    This week, I have my friend Karl Morningstar on the show and we discus...

In today's Episode I welcome my lovely wife Ana Bohanes (www.anabohanes.com). We talk about mindset, building your Alter Ego for optimal performance, the quality of your inner dialogue and the need to isolate the negative inner voice inside of yourself. Plus we talk about how we met! :-) 00:01:25 Introduction Ana Bohanes 00:02:40 Ana's workout today (and why it matters for today's topic) 00:04:30...

Today, I'm joined by Arthur Hoffman, https://www.linkedin.com/in/arthur-s-hoffman/ Founder In-Link Advisors https://inlinkadvisors.com/ and creator of the Cold Click Method to win clients on LinkedIn. We talk about the outreach philosophy he teaches to his clients and how it contrasts with mine. Time Stamps: 0:06 Michal's Intro 1:18 Arthur Hoffman Introduction 2:31 How LinkedIn detects potential s...

Time Stamps:   00:52 LinkedIn discussion with Karl Morningstar https://www.linkedin.com/in/karlmorningstar/  01:26 Observation about the LinkedIn landscape  02:05 Building credibility through content: outsourcing vs. writing your own  04:14 Why outsourcing content is not the best idea  06:11 How to identify your target people on LinkedIn  07:41 Why you should be inter...

The State Of Client Acquisition (www. StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. So if you have a question, go to www. StateOfClientAcquisition.com. In today's Episode I welcome Chris Weiher (www.cleavercreates.com). We talk about diffe...

Time Stamps 1:20 The one mistake many people make when creating a Client Persona: Over-emphasize demographic markers - all the while not spending enough time on their pain and problem. 20:10 How can an agency in India position itself to be able to acquire clients in the US? How do you bridge the gap of trust? 29:20 Feedback on a listener's first message in Outbound Prospecting. How to build rappor...

I have recently observed an increase in my closing rate from 10% (shudder) in the summer of 2020 to 35% in Nov20 - Jan21. Where did that come from? I believe it's down to changes I have made in my process as well as my sales call, all of which have led to a growth in the TRUST prospects have with me.  In this episode I discuss what I did and break down the Trust factor into 3 buckets along th...

Featuring Maximilian Saal, Sales Consultant from Germany.   Max has been implementing my free advice on Social Selling and recently closed a client.   He's a natural in cold outbound, and after I recently saw that he gets a 80-to-3 sales calls ratio on his outbound, I wanted to see how he does it.   And so, on the show, we dissect one of his and one of my cold outboun...

Guest: Michelle Raymond, https://www.linkedin.com/in/michelle-raymond-goodtradingco/ In the first 30 minutes, we cover the point of LinkedIn Company pages. Michelle is a big proponent, I'm more of a skeptic. But in the end, she wins me over in a few ways. :-) Then, I provide a 30,000 ft view on the world of Organic LinkedIn Client Acquisition.  Finally, we get into audience questions.