Profitable Joyful Consulting

“Focus on people you have a spark with.”

How do you follow up with people and create relationships with them without bugging them? Today I am answering that question from a viewer and I'm so excited about it. Spoiler alert: It’s all in the spark.

What you’ll learn in this episode:

• How it's traditionally taught to follow up, and why I think that might feel gross and not aligned for you. 
• How I teach to follow up instead, and what is really working for me and for my clients. 

BTW, you definitely want to stay to the end, because I'm going to give you one question to fast-track this whole process for you.

Key Takeaways: 

00:00 Intro

01:07 How Others Teach Follow Up

01:31 How I teach follow up

04:41 Get Personal (but not private)

08:08  Follow Up (without an agenda)

09:41 Action Steps

11:37 Superpower Question

Building upon strong relationships is the backbone to any business. Learn how to create authentic, powerful connections in this episode of Profitable Joyful Consulting on YouTube: https://youtu.be/vk6sBgGprzc or your favorite podcast app: www.samanthaspodcast.com.

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If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Mentioned in this episode:

I have a confession to make. I hate shopping, but I love the way I feel in beautiful clothes. I love to have new looks, and I really don't want to be seen in the same outfits over and over, but I also don't want to clog landfills with more fast fashion. Because I despise shopping, I've been known to buy too quickly and end up with a closet full of things I don't wear.

“I want you to think of referrals as a bonus - a gift from the Universe. They’re a gift from people who are around you.”

Season 18 is all about answering your questions. I really enjoyed this one: 

“My frustration is growing referrals without hounding my clients. I ask annually or immediately after we hit a success milestone. I still need more referrals. Surprisingly, they do not provide many. I send them a list of their connections on LinkedIn to generate initial ideas, but they seldom turn out to be solid referrals. I also receive a lot of referrals to people who cannot pay. They typically are unemployed or leaving their current job and cannot pay out of pocket. It is frustrating.”

That IS super frustrating. How do you get more referrals without hounding clients? My answer today includes some … tough love. 

Key Takeaways: 

00:00 Intro

04:53 When and Why People Give Referrals

08:21 Creating Referral Partnerships

09:16 Three Action Steps to Take Today

13:41 How to Get Clear on Perfect Referral Clients

If you’re ready to enjoy those wonderful bonus referrals of clients coming in, press play on this episode of Profitable Joyful Consulting on YouTube: https://youtu.be/79TTgapWyLw or your favorite podcast app: www.samanthaspodcast.com.

Related Episodes:

5 Ways to Get More Referrals

Find Your Next 5 Consulting Clients

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If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Mentioned in this episode:

I have a confession to make. I hate shopping, but I love the way I feel in beautiful clothes. I love to have new looks, and I really don't want to be seen in the same outfits over and over, but I also don't want to clog landfills with more fast fashion. Because I despise shopping, I've been known to buy too quickly and end up with a closet full of things I don't wear.

“Objections are ways a person is letting you know, here's what I need to overcome in order to make this work for me. It's actually good news if you think of them as buying signals.”

What do you do when you get objections during the sales process? Freak out, get nervous, get insecure – maybe all of the above? You’re not alone. What should you say if they say I can't afford it, or if they wonder if it will really work for them? I’m asked about objections pretty often so I created this episode to help you handle objections with ease.

I know a lot of times we'll get jammed up in what can be an emotionally charged process. But it doesn’t have to be so hard. In this episode, I’ll share exactly what to say to sales objections during a sales call. So grab a pen and paper and let’s do this.

If you’re ready to handle objections like a boss, press play on this episode of Profitable Joyful Consulting on YouTube or your favorite podcast app: www.samanthaspodcast.com.

Related Episodes:

3 Sales Mistakes to Avoid in Discovery Calls

Consulting Sales Process

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If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Mentioned in this episode:

I have a confession to make. I hate shopping, but I love the way I feel in beautiful clothes. I love to have new looks, and I really don't want to be seen in the same outfits over and over, but I also don't want to clog landfills with more fast fashion. Because I despise shopping, I've been known to buy too quickly and end up with a closet full of things I don't wear.

There was a time when I thought there was a huge dichotomy between consulting and coaching.

What's the difference between coaching and consulting? Is there any? I've always ignored this question really, because … so what? I just didn't think it was that important. But today I'm answering it because (a) so many people ask me about it, and (b) there are some exciting developments in both professions that we should be talking about!

So which am I: A coach or a consultant? For years, I always said consultant. I came out of corporate like a lot of consultants. I had a background and expertise that companies found valuable. Maybe they wanted to grow their businesses with a Coca-Cola-style approach or framework. I also believed that because I was more prescriptive, telling clients directly what they needed to do, that my work fell under the consulting umbrella rather than coaching. Also, there wasn’t really coaching back then! 

But things have changed in the past two decades. I’m excited to share how both coaching and consulting have shifted and how you can incorporate both into your work.

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If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Mentioned in this episode:

I have a confession to make. I hate shopping, but I love the way I feel in beautiful clothes. I love to have new looks, and I really don't want to be seen in the same outfits over and over, but I also don't want to clog landfills with more fast fashion. Because I despise shopping, I've been known to buy too quickly and end up with a closet full of things I don't wear.

The biggest barrier to earning $100,000 per engagement is simply your belief that it's possible.

Are there consultants who are really earning $100,000 per engagement? Believe it or not, that is one of the most frequently asked questions that I get from pretty much everyone. And the answer is 100 percent YES. In fact, most of my clients earn a hundred thousand dollars per engagement.

Today I'll share what they're doing, what you're not doing, and what you need to do in order to earn $100K per client engagement.

In this episode, we’ll cover how to showcase the value of the work so the client dives in with both feet, how one of my clients transformed a $22K offer she couldn’t sell into a hugely successful $200K engagement. Plus, I’ll reveal the number one barrier preventing you from landing the perfect client—and it’s not your pitch.

Key Takeaways:

00:41 Why do people ask that question?

01:22 Is it actually possible for you?

02:15 How to find those clients

04:41 From $100k to 1Million

08:39 The biggest barrier to $100K

Discover more ways to uplevel your business by bringing in $100K engagements on this episode of Profitable Joyful Consulting on YouTube: https://youtu.be/PFp6A765RMo or your favorite podcast app: www.samanthaspodcast.com.

Get FREE resources at SamanthaHartley.com/Super

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💃🏻 Work with me to multiply your revenues without exhaustion.

Ready to add $150-750K to your business? Click here to book a 12-minute call with my Growth Strategist: https://calendly.com/jeanette_g/

If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Mentioned in this episode:

I have a confession to make. I hate shopping, but I love the way I feel in beautiful clothes. I love to have new looks, and I really don't want to be seen in the same outfits over and over, but I also don't want to clog landfills with more fast fashion. Because I despise shopping, I've been known to buy too quickly and end up with a closet full of things I don't wear.

“What do other consultants do to build and grow their businesses?”

That's the number one question I get from clients and podcast listeners. Other questions include: 

• Are your clients really getting paid a hundred thousand dollars per engagement? What do I need to do to make that happen? 
• How do they handle objections on a sales call?
• What’s the best way to avoid scope creep from clients? 

I love answering your questions and helping you to build a consulting business that thrives beyond your wildest imagination. This season, that's exactly what I'm going to do: 12 episodes answering your most pressing, burning, real-life questions, honestly and candidly. No topic is off limits and I'm holding nothing back. 

Do you have a question for me? Send me your consulting questions today and I'll do my best to answer them on the show.

Join me for a season unlike any other on Profitable Joyful Consulting. Subscribe on YouTube: https://youtu.be/tewnyT9esXY or your favorite podcast app: www.samanthaspodcast.com.

If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

“The relentless pursuit of more and more and more growth can actually destroy your consulting business and your health.”

What would you say if I told you the key to growing your business is actually slowing down? This season we’ve been talking about expansion: landing perfect clients, charging more money, and building the most profitable, joyful consulting business possible. 

But not today. Today, we’re talking about the importance of integrating all of the changes that happen in your business and taking three key small steps to intentionally grow so you don’t burn out. 

Key Takeaways

00:00 Intro 

01:49 Using Spring Equinox to Jumpstart the Year

03:51 Implementing What You’ve Learned

07:14 3 Steps to Integration

08:34 Using ChatGPT for Professional Development

If you’re ready to expand your consulting business without exhaustion by slowing down and being intentional, this is the episode for you. Press play on YouTube: https://youtu.be/4nBIeCG_tbw or your favorite podcast app: www.samanthaspodcast.com.

If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

“I want you to be closing more sales and helping those people who should be working with you.”

What’s the first thing that pops into your head when I say the word sales? Do you cringe? Want to retreat into a cave or ball yourself up in the fetal position? I’m here to tell you it doesn’t have to be so scary or difficult. In this episode of Profitable Joyful Consulting, I’m going to teach you what you need to know to improve your sales and to actually not hate it as much as you might right now. 

• The three big sales mistakes I see consultants make that drive away perfect clients 
• What standup comedy and weddings can teach you about discovery calls 
• What you need to do to help your clients open up to you more on calls
• And finally, what you can do to make the proposal writing process a snap 

Key Takeaways

00:00 Intro 

01:52 Why Sales Are Difficult

02:47 Three Mistakes Consultants Make with Sales

04:42 How Broadway, Standup and Weddings Are Like Discovery Calls

07:33 How to Create a Safe Environment

11:43 Setting a Business Goal Before a Sales Call

Join me for an episode that'll help you to hear “yes” more often and to feel more comfortable when you do! Listen on YouTube or your favorite podcast app: www.samanthaspodcast.com.

If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

“What is in your business that your clients are paying you for? Is there a method, training or workshops that you bring? Whatever it is that your client is paying you for, that is the asset in your business.” -- Erin Austin

Imagine a world in which your business continues to thrive while you take a step back to rest and relax. If you’re a consultant, that might feel like a dream, but it’s absolutely within reach – and maybe even closer than you think. 

In this episode of Profitable Joyful Consulting, I talk with Erin Austin, an IP attorney, founder of Think Beyond IP, and host of the Hourly to Exit podcast. Erin guides women consultants, business coaches, and other entrepreneurs on the journey of transforming their businesses from an unscalable income-generator into a saleable wealth-building asset. Erin is ready to help us all understand intellectual property and discover where our unique assets lie, so we can grow our businesses well beyond our wildest dreams. 

Erin also shares the #1 kind of agreement every consultant needs to have with clients (that you probably don’t). This episode will leave you feeling inspired and empowered to work less in your business, and let your business work for you. 

Key Points: 

00:00 Intro

03:01 Origin Story

04:57 Do I Have Intellectual Property?

10:57 Steps to Create an Asset

14:16 What is a License?

17:36 Examples of Assets

24:41 Tips for Consultants

31:41 Erin's Personal Asset Example

Learn more in this episode on YouTube or your favorite podcast app: www.samanthaspodcast.com.

GUEST: Meet Erin Austin, a Harvard Law alum and seasoned contracts expert with over 25 years of legal experience. As the go-to advisor for professionals with corporate clients, Erin empowers entrepreneurs to be their own advocates, standing out for her commitment to transforming expertise into empires. With a unique approach to business and law, Erin focuses on protecting your expertise from unauthorized use. Explore her blend of legal expertise and entrepreneurial insight on ThinkBeyondIP.com and the "Hourly to Exit" podcast. Off the clock, you'll find Erin in the great outdoors or connecting with business coaches to elevate 6-figure consultants into 7-figure powerhouses.

QUOTABLES:

If you don't have your own intellectual property, you're probably executing somebody else's IP.  - Samantha Hartley

A natural progression from one-on-one to creating something you can independently sell or license, without you, is starting to document. It starts with just documenting your process so that every time you're delivering it, it's getting more efficient to deliver. -- Erin Austin

Episode Hashtags: #intellectualpropertyassets #ip #intellectualpropertystrategy #erinaustin #scaleabletosellable #hourlytoexit #thinkbeyondip #intellectualpropertyrights #sellableassets

If you're ready to unlock your full potential as a woman consultant, increase your profits, and experience the joy of a thriving consulting business, subscribe and turn on notifications. Join us for ideas and inspiration at Profitable Joyful Consulting. Your success story begins here.

Download the free Definitive Guide to Winning 6-Figure Clients at 6FigureClients.com.

Can you believe we're celebrating 200 episodes of Profitable Joyful Consulting? I feel like we're just getting started. I'm ready to unlock our next level and need your help. Take just a few minutes to fill out my listener survey, share your thoughts, your likes, and even your dislikes.

Plus, as a thank you for your valuable feedback, I'll send a special gift to five listeners and one lucky listener will win a free 30 minute one-on-one session with me. Don't miss out on this opportunity to shape the future of our show.

Click here to take the survey and enter for your chance to win!