Send us Fan Mail

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.
 
 

In this episode…

In this episode, Paul Mills and Dan Gwalter discuss how Fractional CMOs can become trusted advisors to their clients. They explore the meaning of being a trusted advisor and how to transition from being a service provider to a retained advisor. They also discuss the importance of building an advisor-level relationship and the value of integration into the client's business. They provide insights on pricing advisory services and the pitfalls of using an hourly rate model. The episode concludes with a preview of the next episode on strategies for expanding client relationships.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Key Takeaways…

• Fractional CMOs need to establish themselves as trusted advisors to maintain long-term client relationships.
• Being a trusted advisor means providing high-level expertise and guidance to clients.
• Transitioning from a provider to an advisor requires building trust and credibility over time.
• Integration into the client's business and involvement in strategic decision-making can increase the value offered as a fractional executive.
• Pricing advisory services should be based on fixed monthly rates with agreed deliverables, rather than an hourly rate model.

Sound Bites

• "When I think about advisor, I think the consultancies get this right and they have, they always have done."
• "The whole concept of being the trusted advisor, the key word in that sentence is trusted."
• "The more integrated you get into the business, the more value you can offer because you're having those conversations."

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send a text

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.
 
 

In this episode…

In this episode, Paul Mills and Dan Gwalter discuss the process of winning and managing clients as a fractional marketer. They cover topics such as the client engagement process, effective negotiation techniques, and securing client engagements. They emphasize the importance of focusing on revenue-generating activities and building trust with prospects. They also highlight the need for a well-defined client journey and touch points, as well as the importance of understanding objections and addressing them in the sales process. The episode concludes with a discussion on closing deals and the different approaches for direct clients and allies.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Key Takeaways…

• Focus on revenue-generating activities when starting a fractional consulting business.
• Build a well-defined client engagement process and understand the touch points in the client journey.
• Address objections and have answers prepared to appease potential clients.
• Learn from both successful and unsuccessful deals to refine your approach.
• Set expectations and maintain momentum in the negotiation and closing process.
• Differentiate between direct clients and allies and tailor your approach accordingly.

Sound Bites

• "Invest your time in the things that are going to generate revenue for you."
• "Think about the process as a backwards and forwards, where your role is to fulfill your half of the equation while guiding the prospect on the journey."
• "You can't just talk to people once or twice and expect them to jump into bed with you."

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send a text

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.

In this episode…

In this episode, Paul Mills and Dan Gwalter discuss the importance of trust in B2B client relationships for fractional marketers. They explore strategies for building trust and leveraging it for long-term client retention. They emphasize the need for personal branding and authenticity, as well as providing value through thought leadership and nurturing activities. They also discuss the role of accreditations and continuous professional development in building trust. Finally, they share insights on how to turn one-time clients into long-term partners by managing expectations and delivering on promises.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.
 

Key Takeaways…

• Trust is crucial in B2B client relationships for fractional marketers.
• Building trust requires personal branding and authenticity.
• Providing value through thought leadership and nurturing activities helps build trust.
• Accreditations and continuous professional development can enhance trust.
• Managing expectations and delivering on promises are key to retaining long-term clients.

Sound Bites

• "Trust is there in relationships, partnerships, personal relationships, business partnerships."
• "Corporate catfishing: creating a brand that is not authentic to who you are."
• "Attraction content is about authenticity, nurturing content is about value, and conversion content is about social proof."

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send a text

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.


In this episode…

In this episode, Paul Mills and Dan Gwalter discuss how marketers can articulate their value and set themselves apart as fractional leaders. They explore the importance of defining a unique value proposition and tailoring messages to different audiences. They also highlight common mistakes marketers make when building their value proposition. The conversation emphasizes the need to focus on the emotional benefits and understanding the client's pain points. They provide practical tips and tools for marketers to articulate their value effectively.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.
 

 Key Takeaways…

• Defining a unique value proposition is crucial for marketers to set themselves apart as fractional leaders.
• Marketers should focus on the emotional benefits they provide and understand their client's pain points.
• Tailoring messages to different audiences is essential for effective communication.
• Avoid common mistakes like being too generalist or making it all about yourself.
• Use tools like Graham Robertson's functional and emotional benefits cheat sheet to articulate value effectively.

 Sound Bites

• "When you transition out of perm, the biggest mindset shift is you are not an employee."
• "Start off with a smaller product... that enables you to work with clients, demonstrate credibility and authority in your domain whilst building that all important trust."
• "Makes yeah, it makes perfect sense. And I think you know when I was transitioning into the fractional CMO role, it was very obvious that I needed that I guess low cost but high value thing diagnostic tool that someone can take part in."

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send a text

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.

 
Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.


In this episode…
Paul and special guest Dan Gwalter discuss the importance of having a diagnostic offer as a marketer in the fractional leadership space. They explain that transitioning into a fractional role requires a shift in mindset and a different approach to packaging oneself. They emphasize the need to start with a smaller product, such as diagnostic audits or health checks, that can be sold for a fixed cost and provide a low-risk entry point for clients. They also discuss the different types of diagnostic tools, the importance of promoting and monitoring them, and the need to focus on one offer at a time.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Key Takeaways…

• Transitioning into a fractional role requires a shift in mindset and a different approach to packaging oneself.
• Starting with a smaller product, such as audits or health checks, can provide a low-risk entry point for clients and help build trust.
• There are two types of diagnostic tools: free and paid. It is recommended to have both to attract different types of clients.
• Promoting and monitoring the diagnostic offer is crucial for its success. LinkedIn, emails, and personal messages can be effective channels for promotion.
• It is important to focus on one ideal client profile and one niche with one offer at a time.
• Establishing oneself in the fractional marketing space takes time and consistent effort, but it can lead to differentiation and success.

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send us Fan Mail

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership.
 

Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.


In this episode...
Paul and special guest Dan Gwalter discuss how senior marketers can craft their career story and communicate their transition to a fractional leadership role. Dan emphasizes the importance of authenticity and identifying the reasons for transitioning, such as boredom, lack of flexibility, or not doing what they enjoy. Marketers will hear tips on how to focus on their unique experiences and transferable skills when framing their narrative. The conversation also highlights the significance of social proof, such as case studies and testimonials, in building credibility and emphasize the importance of optimizing LinkedIn profiles.

Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Key Takeaways...

• Craft your career story by focusing on the reasons for transitioning and the experiences that led you to a fractional leadership role.
• Use social proof, such as case studies and testimonials, to build credibility and demonstrate the outcomes you've achieved.
• Optimize your LinkedIn profile and use the headline effectively to attract attention and communicate your value proposition.
• Train your network to describe your new role and expertise accurately to potential clients or employers.

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.

Send us Fan Mail

Fractional Futures is the essential podcast for CEOs, investors, and senior marketing executives looking to unlock the power of fractional marketing leadership. Hosted by Paul Mills, Founder at VCMO, and with special guests, we'll share expert insights, provide actionable strategies and explore real-world success stories to help you leverage fractional marketing leadership for maximum impact.


In this episode...
Paul and special guest Dan Gwalter discuss the importance of selecting a niche for marketers looking to become fractional CMOs or operate in a portfolio career. They explore how to conduct a skills analysis to identify a niche and how to apply market research to find gaps in the market. Dan emphasizes the need to identify a niche at the beginning and highlights the importance of focusing on value rather than job titles. They also discuss the challenges of aligning personal strengths with market demand and provide strategies for navigating discrepancies. The conversation concludes with insights on leveraging market research tools and the iterative process of refining the ideal customer profile and niche.


Special Guest
Dan Gwalter, Founder No-Nonsense Leadership

Dan has kindly offered a complimentary 30 minute consultation to anyone who wants to know more about his fractional executive coaching service. You can book using this link.


Sound Bites...

• "It's not about hiding and it's not about not showing your full potential. It's about actually talking to people that have the problems that you understand."
• "People are hiring fractionals because they are specialists with experience that are able to come on board and quickly get outcomes that are needed."
• "If you don't niche down, the reality is that your message becomes incredibly muddy. And instead of talking to one person about one problem, you end up talking to nobody."

Contact VCMO

• Connect with the host on LinkedIn 
• Watch the Episodes on YouTube
• Email us at [email protected]
• Visit our website vcmo.uk
• Phone us +44 (0) 331 630 9395

Thanks for listening & keep podcasting!

Fractional Marketing Leadership | Marketing Transformed.