Marketing The Invisible

Why you've got to check out today's episode:

• Learn how to eliminate the internal and external barriers that hinder sales success.
• Uncover powerful sales strategies combined with personal development techniques to boost your sales performance.
• Discover this focused breathing technique to elevate your sales performance.

Resources/Links:

• Get instant access for FREE and learn how to double your close rate with this book 'Sales Scripts Are Dead: The Resistance Removal Sales System Is Alive!': https://go.advancedbusinessabilities.com/

Summary:

Have you ever felt the frustration of potential clients slipping through your fingers despite your best efforts? This struggle of converting leads into sales can be a major hurdle for many businesses. But you can always have the chance to double your sales conversions without additional marketing costs.

Mike Irving is the Founder of Advanced Business Abilities and passionate about helping you remove the resistance that restricts you in life and business.

In this episode, Mike shares his unique "Resistance Removal Sales System," which helps double sales conversions by identifying and eliminating internal and external resistance in sales conversations. He emphasizes the importance of self-awareness and personal growth, using techniques like centered breathing to manage stress and improve focus. 

Check out these episode highlights:

• 02:38 - Mike's ideal client: Business owners, CEOs, sales professionals, but specifically it's people who are conscious of being commissionable, meaning they have a strong moral compass.
• 03:39 - The problem he helps solve: We help them stop yanking the rug out from underneath their own feet.
• 05:57 - Symptoms of the problem: There's not enough sales or not enough growth in the team because they feel stuck and they have that pressure.
• 06:46 - Common mistakes clients make: They attempt to force themselves to change and they work really hard. 
• 07:31 - Mike's Valuable Free Action [VFA]: Mike Irving: Centered breathing is about taking a breath down into your belly; See that shallow breathing activates your fight, flight, faint, freeze mechanism and it doesn't support you to be completely present which is where you can intentionally direct your attention. 
• 09:25 - His Valuable Free Resource[VFR]: Download a free book called Sales Scripts Are Dead: The Resistance Removal Selling System is Alive. Click here:https://go.advancedbusinessabilities.com/
• 09:58 - Q: Why do I do this? A: I met the people that I now refer to as my research team in 2006. And after, that is when I actually learned how to sell. I started studying the mind and performance and these people have helped me to create the basis of what we do here at ABA now. 

Tweetable Takeaways from this Episode:

"The number one and most valuable performance tool that is available to every single person is what I call centered breathing." - Mike Irving

Why you've got to check out today's episode:

• Learn how to craft compelling copy that clearly communicates the benefits of your services, making you the obvious choice for your ideal clients.
• Understand the importance of focusing on the transformation clients seek rather than just your credentials.
• Discover how to balance between psychological and logical elements in copywriting to help you grasp the nuances of effective marketing communication.

Resources/Links:

• Get these 39 types of proof that are powerful conversion optimisation tools you can start using immediately. Click here: https://taleist.agency/proof/

Summary:

Struggling to make your business stand out in a crowded market? Many skilled professionals find themselves frustrated as their expertise goes unnoticed and potential clients slip away. Without a clear and compelling message, even the most talented individuals can remain invisible to their ideal clients.

Steven Lewis is a copywriter who works with established business owners to position them as the obvious choice for their ideal clients. He's well known for his no-bullshit approach.

In this episode, Steven shares his no-nonsense approach to positioning yourself as the obvious choice for your clients. He emphasizes the importance of focusing on the transformation you provide rather than just your credentials and offers actionable tips to articulate your value effectively. 

Check out these episode highlights:

02:06 - Steven's ideal clients: Coaches or consultants, sometimes maybe they own a small agency, often they're a digital marketer.

02:56 - The problem Steven helps to solve: They don't talk about what you get.

04:09 - Symptom of the problem he helps solve: People who should convert don't convert.

05:18 - Mistakes his clients commit before meeting him: They talk about their credentials, how long they've been doing it, and those don't mean anything to their client. 

06:29 - Steven's Valuable Free Action [VFA]: Picture what your client woke up in the morning wanting.

08:03 - His Valuable Free Resource [VFR]: Get 39 ways to talk about yourself that prove you're good at what you do without saying that you are leading or innovative. Click here: https://taleist.agency/proof/

08:51 - Q: How do I know how to make you the obvious choice for your ideal client? A: I talk to you because you wouldn't believe how many people tell me something and I'm saying to them, why the hell isn't that on your website? And they're like, oh, I didn't know that was important. And the other thing is I talk to your clients because your clients will always talk about what they get and not what you do.

Tweetable Takeaways from this Episode:

"They don't buy what you do, they buy the transformation that they're going to get." - Steven Lewis



Why you've got to check out today's episode:

• Discover valuable strategies on how to use video to break through the noise online and effectively engage audiences
• Find out these two AI tools that helps in simplifying video creation to enhance your video marketing efforts
• Learn about actionable tips for consistency and engagement

Resources/Links: 

• Download Your Free Ultimate Guide to AI Video!: loubortone.com/aiguide

Summary: 

Are you struggling to cut through the digital noise and get your message seen by your target audience? With millions of messages flooding platforms like Facebook and email daily, standing out can seem nearly impossible. 

Lou Bortone has been a pioneer and thought leader in the video space since the launch of YouTube in 2005.

In this episode, Lou shares how to leverage video effectively to attract more leads and clients. He discusses the importance of creating engaging content that resonates with viewers, emphasizing that simply producing a video isn't enough—it's about making the message clear, engaging, and being consistent. He also delves into the power of AI tools in video production, highlighting these two tools that he uses himself.

Check out these episode highlights:

01:46 - Lou's ideal client: My ideal client is an established small business owner who has an open mind about technology and AI and is not afraid to be a little bit of an early adopter.

02:24 - The problem Lou helps solve: The problem with a lot of the folks I work with are, they are the best kept secret in their niche.

03:06 - Symptoms his client face before meeting him: There's so much noise and clutter online that you really have to have a clear message to break through and a method to do that.

03:56 - Common mistakes his clients make: The biggest mistake is really not being consistent.

06:09 - Lou's Valuable Free Action [VFA]: A lot of it is really just being open to experimenting, especially with AI.

07:34 - His valuable Free Resource [VFR]: Download Your Free Ultimate Guide to AI Video!: loubortone.com/aiguide.

08:01 - Q: How did I make the transition from the television industry to online video 20 years ago? A: It was bumpy. But I'm glad I did it. 

Tweetable Takeaways from this Episode: 

"Video marketing, like any kind of marketing, is a marathon and not a sprint." – Lou Bortone

Why you've got to check out today's episode:

• Learn how to effectively attract high-quality clients through joint ventures. 
• Discover the common mistakes that businesses make when engaging in joint ventures so you can improve your JV approaches and achieve better results.
• Find out practical tips on how to add value to joint venture partners beyond simple lead exchanges. 

Resources/Links:

• Learn to leverage JVs to get more clients here:  www.captainjv.co

Summary:

Are you struggling to attract high-quality clients and effectively grow your business? Many coaches and consultants face this challenge, often finding themselves frustrated with ineffective collaborations that yield poor results. They may have tried various marketing methods, like advertising and SEO, only to be disappointed by the lack of substantial leads and meaningful connections.

Danny Bermant helps established coaches and consultants attract their ideal clients through joint venture partnerships.

In today's episode, Danny delves into the heart of this problem and shares what makes joint ventures successful, common mistakes to avoid, and actionable tips for adding value to your partners. 

Check out these episode highlights:

• 01:28 - Danny's ideal clients: My ideal clients are established coaches and consultants. 
• 01:53 - The problem Danny helps solve: People who want to increase their sales pipeline and they are using different methods.
• 02:54 - Symptoms of the problem he is solving: It's about the avatar.
• 03:58 - Common mistake his clients commit before consulting him: Where they have tried joint ventures or some kind of collaboration and tended to be quite transactional in the way they approach.
• 05:28 - Danny's Valuable Free Action [VFA]: Get beyond this kind of quid pro quo mindset. 
• 07:22 - His Valuable Free Resource [VFR]: Learn to leverage JVs to get more clients here:  www.captainjv.co
• 08:07 - Q: Why? A: When I meet with JV partners, I always ask them, what is the why behind your business? That is a game changer.

Tweetable Takeaways from this Episode: 

“A joint venture is an investment. When you decide to collaborate with somebody, you have got to invest time into really understanding their business.” - Danny Bermant

Why you've got to check out today's episode:

• Discover a unique approach to business problem-solving by emphasizing the importance of dissolving problems rather than just solving them. 
• Ensure a balanced and sustainable path to becoming a 'wholistically made millionaire'.
• Learn to identify and address the root causes of your business challenges effectively.

Resources/Links: 

• Take this wholistic business assessment to make growing your business & living your very best life easy. Click here: https://wholisticallymade.com.

Summary:

Are you constantly battling recurring business problems that never seem to go away? Many entrepreneurs find themselves stuck in a cycle of solving issues that keep popping up, draining their time and energy. Instead of merely fixing problems, what if you could dissolve them and create a thriving, stress-free business environment? 

Angela Bell is the creator of the Wholistically Made Millionaire, a strategist who thrives on guiding entrepreneurs from problems to profitability and personal freedom.

In this episode, Angela reveals a transformative approach to problem-solving that can lead to greater personal freedom and sustainable success. And shares practical tips to identify and address the root causes of your challenges effectively, ensuring long-term growth and fulfillment.

Check out these episode highlights:

• 02:30 - Angela's ideal client: Either someone who's at a tipping point because their business is on fire. Or  they're a business owner that is tired of playing whack-a-mole with their problems.

• 03:35 - The problem she helps solve: There's the business owner that has the recurring problems, that's plain whack-a-mole. There's also the business owner that has that elephant in the room that is successful as they've been. They haven't been able to solve that one. And it goes everywhere with them.

• 05:02 - Symptoms of the problems she helps solve: They have anxiety, they're really frustrated and they feel kind of stuck between their success and the reality of where they are.  

• 05:41 - Mistakes her clients make before seeing her: The first one is trying to solve it. Instead of creating something new, you want to create a leader in a company where those problems don't exist.
• 06:29 - Angela's Valuable Free Action [VFA}: First, becoming someone who has a leadership vision. Number two, collaborate. Number three, think bigger than the problem. 
• 09:16 - Her Valuable Free Resource [VFR]: Check out this wholistic business assessment with her scale squad. Click here: wholisticallymade.com.

• 09:43 - Q: What is a wholistically made millionaire? A: We look at the world differently and it's not just about money, it's not even just about freedom. It's what we can do with it in our capacity, both in our business and in our personal life and in our health.

Tweetable Takeaways from this Episode:

 "Think bigger than the problem." - Angela Bell

Why you've got to check out today's episode:

• Find out how to get quality leads other than creating content on social media
• Understand why you should stop hopping from one platform to another; instead, invest in real connections
• Learn how podcast guesting create connections and provide opportunities for more quality leads

Resources/Links:

• Are you ready to implement changes in your business? Hop on a conversation with Viv here: www.vivguy.com/call

Summary:

Already feeling burnt out with social media with no one engaging with the volume of content you are producing? Much less getting quality leads?

Spending your time hopping from one platform to another with no result is just wasting your time.

Viv Guy is an online sales growth expert, serial entrepreneur, and host of a #1 Marketing Podcast. She teaches business owners how to hit their sales targets and make more money every month with her Profitable Podcast Method whilst saving them time and energy in the process.

Hear Viv out and learn how to connect and have conversation with people who already have your audience. Nurture relationships and that's when you open up opportunities.

Check out these episode highlights:

• 01:39 - Viv's ideal client: I work with service-based business owners, so think of course creators, coaches, consultants, the likes.
• 01:54 - The problem she helps her clients solve: I help people who've got an income plateau or seen a decline in sales and who are feeling really burnt out with social media. 
• 02:37 - Symptoms her clients face before turning to her: Content that you're creating, maybe social media is not getting much engagement and slow audience growth.
• 04:09 - Mistakes her client makes before reaching out: Adding more platforms, adding to that burnout.
• 05:52 - Viv's Valuable Free Action [VFA]: Just stop creating volumes and volumes of content. Start creating connections.
• 07:29 - Valuable Free Resource [VFR]: Hop on a call and get away with so much from a conversation with Viv: http://www.vivguy.com/call
• 08:10 - Viv's actionable message: If you are really struggling to hit the right people, the thing that you need to go to before you put any strategy in place is messaging.

Tweetable Takeaway from this Episode:

"Go where your people already are and have those conversations, it opens up so many more opportunities for you." - Viv Guy

Why you've got to check out today's episode:

• Discover the reasons why it's not advisable to constantly share the podcast host's link when you appear as a guest on their show
• Find out why relying solely on the podcast host to carry the weight of your appearance on their show may not be beneficial for you
• Uncover the potential in repurposing the raw audio from the podcast where you were a guest and leverage it to your benefit

Resources/Links:

• Leverage and repurpose your podcast opportunities and generate quality leads and clients. Click here: leverageyourpodcast.com/guest

Summary:

Are you making guest appearances on different podcast shows and depending solely on the podcast host to handle all the promotions for you?

Why not take advantage of those guest appearances and create your own call to action on your platforms? This way, you can generate more leads and attract new clients.

Host of Leverage Your Podcast Show, Lyndsay Phillips, of Smooth Business Podcasting, helps all podcasters leverage and repurpose their episodes to create authority-boosting content that attracts leads and clients.

In this episode, Lyndsay discusses strategies for repurposing podcast guest opportunities to effectively attract high-quality leads and clients for yourself, rather than solely benefiting the podcast host.

Check out these episode highlights:

02:51 - Lyndsay's ideal client: I would say authors, speakers, entrepreneurs that have a business model.

03:28 - The problem her clients face: A lot of guests are relying on the host to do all the heavy lifting, promote for them. It helps, but it's not your ticket to winning.

04:56 - Symptoms to her client's problem: It's sharing the host's links all the time.

06:50 - Lyndsay's Valuable Free Action [VFA]: Make sure that you're publishing it on your own website.

08:23 - Her Valuable Free Resource: Learn to repurpose your podcast guest opportunities and get more leads and clients: leverageyourpodcast.com/guest

08:34 - Q: What is the missing piece of how and what you need to repurpose from those episodes?A: And that would be reels and YouTube shorts. 

Tweetable episode from this episode:

“Ask for the raw video from the host so that you can use that to select the sound bites and nuggets, reels, so that you're showcased in the way that you want to be showcased." - Lyndsay Phillips

Why you've got to check out today's episode:

• Discover the strategies to achieve consistent and controllable sales, empowering you to scale and broaden your business.
• Learn how to effectively oversee and evaluate your sales funnel alongside your team.
• Uncover an efficient sales process tailored to your business, enabling you to gain insights into every step of the journey.

Resources/Links:

• Download your Sales Operating Guide here and build winning sales strategies: www.regardingsales.com

Summary:

Are you struggling with unpredictable sales and cash flow issues, or finding it challenging to get a handle on how things are running?

It seems like your system may be in chaos, which could be impacting your business's potential to soar. It might be time to fix things and get on track for success!

Liz Heiman is the Sales Operating System Architect and the founder of Regarding Sales. She guides leaders from what’s often a random and chaotic sales process to a systematic and sustainable strategy that fills their prospect pipeline week in and week out.

Listen to Liz as she shares how to implement a sales process that effectively addresses chaos, rather than simply putting a CRM bandaid on top of it, which could potentially worsen the situation.

Check out these episode highlights:

02:26 - Liz's ideal client: I like working with companies that are between like 25 and a hundred million who are changing their go-to market strategies.

03:09 - The problem she helps solve: I take the chaos out of sales so that they have a system that is predictable and manageable so they can grow or scale.

04:24 - Symptom of the problem: One is that feeling that this is chaos. The second is that projection forecasts are completely unpredictable.

05:20 - Mistakes clients often make: That you can just keep doing the same thing for 10, 20, or 30 years.

06:41 - Liz's Valuable Free Action [VFA]: Start doing funnel reviews with your team.

07:25 - Liz's Valuable Free Resource [VFR]: Download the Sales Operating Guide here: www.regardingsales.com

08:08 - Q: How did I get here? A: I got to this point of creating this system because I started with systems and processes and then watched it grow and grow. 

Tweetable Takeaways from this Episode:

“You have to change with the market. You have to change with the technology.” - Liz Heiman

Why you've got to check out today's episode:

• Discover how to create a life that reflects the natural design, both personally and professionally, rather than conforming to human-made standards
• Find a way to build your business centered on your passion while living sustainably
• Explore how to elevate your business by recognizing and optimizing both short-term and long-term cycles of growth and development

Resources/Links:

• Find out how you can have the power to change the world through your business legacy. Read the first two chapters of the 'Regenerative Business' book here: https://www.thedirtyalchemy.com/free-chapters

Summary:

Want to leave a positive and lasting impact to the world and to the people you connect with?

More than sales and profits think about how you can make a real difference in the lives of people you come in contact with.

Sam Garcia is the author of the bestselling book, Regenerative Business, and is the founder of Dirty Alchemy, the marketing agency & consulting firm for conscious entrepreneurs, coaches & course creators.

In this episode Sam shares about what she's doing in regenerative farming. How the idea closely mirrors what we should be like towards the environment and to the people we encounter. It's about touching lives and impacting them. 

Check out these episode highlights:

• 01:14 - The whole idea of regenerative farming: Leaving a piece of land better than it was before.
• 02:55 - Context of conscious entrepreneurs: They want to have their business and their passion to be a part of changing the world in a positive way. 
• 04:01 - Sam's ideal client: I work with online course creators and service providers who are low-level disgusted with the way we're conditioned to do business. 
• 05:02 - The problem she helps solve: We're not trying to use bro marketing tactics, which are a lot of unethical urgency and scarcity.
• 06:41 - Symptoms of the problem: They're burned out, they're uninspired.
• 07:28 - Mistakes Sam's clients make before reaching out: Just trying to do more and work harder.
• 08:08 - Sam's Valuable Free Action [VFA]: Deciding what those larger and smaller cycles are for you will actually make your business feel better and work better. 
• 09:42 - Valuable Free Resource: Read the first two chapters of the "Regenerative Business 'book here: https://www.thedirtyalchemy.com/free-chapters
• 10:32 - Sam's inspiring message: If you have a business based around your passion, then you have a lifelong relationship

Tweetable Takeaways from this Episode:

"With the regenerative business framework, it really is about how we build our business based on how nature designs systems versus how humans design systems." - Sam Garcia

Why you've got to check out today's episode:

• Discover the essential strategies for succession and exit planning to ensure a smooth transition for your business and be prepared for the inevitable.
• Find out how to reap the rewards of your hard work and find the true value of your company's worth.
• Discover the essential actions, key stakeholders to engage, and effective strategies for successful succession planning. By taking proactive steps, you can ensure preparedness and minimize the risk of job losses and business disruptions.

Resources/Links:

• Click here to 'How to Avoid the Succession Pitfalls and Create Valuable Exit Options': https://thebusinesstransitionsherpa.com/the-business-transition-handbook/

Summary:

Is the idea of succession planning always being pushed to the side?

Before it's too late, it's important to assess your company's value and ensure that you are duly rewarded for it. Whether the company is sold or not in the future, proper preparation can help you avoid succession issues and facilitate a smooth transition for your business.

Laurie Barkman, The Business Transition Sherpa(TM), works with owners from transition to transaction as a business growth and M&A Advisor. Author: "The Business Transition Handbook". Host: "Succession Stories Podcast"

Join Laurie as she explores through the importance of succession planning and helps you develop valuable exit strategies for your business.

Check out these episode highlights:

• 01:46 - Laurie's ideal client: Business owners in the United States who are contemplating ownership succession within the next five to seven years from the transaction standpoint.
• 02:05 - The problem Laurie helps her client solve: 100% of owners are gonna leave one day, but very few are prepared. 
• 02:42 - Symptoms of the problem her clients are facing: They don't know what to do. They don't know what steps to take. They don't know who to work with.
• 04:11 - Mistakes clients make before seeing Laurie: They just keep pushing it to the back burner. It's the classic important, not urgent thing to do until it is urgent.

• 06:04 - Laurie's Valuable Free Action [VFA]: The number one thing is to set an intention. 
• 06:59 - Her Valuable Free Resource [VFR]: wwwthebusinesstransitionhandbook.com
• 07:29 - Q: How did I get started in being a merger and acquisitions advisor and business transition advisor? A: I went through a transaction with a privately held company, was hired in from the outside and it was a very, very successful exit, that's how I got started with it. 

Tweetable Takeaways from this Episode:

"Set an intention for your end game, even if it's 5, 7, 10 years away; think forward to be able to look backward." - Laurie Barkman