I share a 9-point checklist to help vet lead generation service providers to protect against scams. I recount my encounter with a prospect who was defrauded, pointing out red flags like founders not publishing content, vague testimonials, and a sloppy online presence. I also discuss issues during sales calls, such as not asking detailed business specifics or offering uniform pricing regardless of client value. I recommend using sales calls as learning opportunities and advise against using leadgen services unless you've mastered booking sales calls independently.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
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And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

* 1 offer, 1 avatar. Focus on one thing and get really good at it.

* Work hard AND smart - working smart means working with leverage - and to get leverage, you need cash. So hustle your way to a surplus and then invest

Have the right frames of mind: Go towards the pain, not away from it. What you want lies on the other side of a wall of pain.

Surround yourself with the right reference points. I keep listening to Alex Hormozi and Cole Gordon who say things like "getting to $100k / month is very basic" and "very small businesses... basically anything below $3m revenue". And accepting that right now you're in a lonely season of your life.

Here's the key takeaway: Reaching $50-100k/month has technical requirements (such a limiting the amount of things you sell) and the right mindset ingredients.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
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And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

Watch this next: Sales Before Marketing

https://youtu.be/d5Ri783ciME?si=tBZqd_8uzfY7ekRC

Linkedin: www.linkedin.com/in/mbohanes/

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About this video:

Finding the right fit between your offer and the market is crucial for B2B consultants. To achieve this, I recommend focusing on three key steps: defining your unique selling proposition, building a strong outreach strategy, and effectively delegating and automating tasks.

Step 1 is Nail your offering

Step 2 is build outreach systems and content that acts as a funnel lubricant

Step 3 is to delegate and automate (but mostly delegate)

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

While YouTube might not seem like a traditional B2B marketing platform, it can be a valuable tool. Rather than focusing on high view counts, the key is to use YouTube to build trust and credibility with potential clients.

Key Strategies:

Targeted Content: Create videos that address specific pain points or questions your target audience has.

Custom-Made Videos: For prospects who book calls, send them tailored videos to showcase your expertise and address their concerns.

Email Drip Campaigns: Use YouTube videos as part of email drip campaigns to nurture leads and build trust over time.

Showcase Expertise: Demonstrate your knowledge and experience through in-depth content.

Address Misconceptions: Create videos that debunk common myths or misconceptions in your industry.

Provide Practical Guidance: Offer actionable advice or tutorials to help prospects.

By focusing on these strategies, you can use YouTube to effectively position yourself as a trusted expert and attract more clients.

Here's the key takeaway: Use YouTube videos as a trust-building funnel lubricant, not as a means to build a large audience as a B2B Consultant

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

About this video: Especially early on in our business journey, we can get paralyzed by competitors who are much farther ahead. They are bigger, better, shinier and have far better branding, not to speak of the dozens or hundreds of testimonials that grace their online presence. In this video, I break down 12 reasons why you shouldn't worry about that and pluckily keep selling - because sooner rather than later, you will become one of them and other people will start looking up to you.

Just do it.

Here's the key takeaway: F*** your fear around being worse than your competitors. You (probably) are. But it doesn't matter.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

About this video: Starting a new series of videos where I'm documenting my journey from multi-6 to 7+ figures.

Topics:

0 - 10:35: Biggest mistakes I made in the last 8 years of running my business

10:35 - 14:20: Useful Frames - "Never forget you're a Bohanes"

14:20 - 15:50: Sacrificing what doesn't serve you in the pursuit of your goal

15:50 - 18:00: The real reason why you shouldn't judge other people. (at least why I strive to eliminate it.)

18:00 - end: Focus - why I chose against running ads (for now)

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

About this video: Experienced consultants often struggle to launch successful businesses due to three main factors:

1. Financial comfort: Having savings and a stable financial situation can hinder the necessary hustle and drive to acquire clients.

2. Ego: Fear of losing status and reputation prevents many from actively seeking business through networking and cold outreach.

3. Feeling that some tasks are beneath them: Overvaluing their expertise, experienced consultants often avoid hands-on work like sales and marketing, hindering business growth.

To overcome these challenges, consultants need to develop a strong sense of urgency, adopt a growth mindset, and be willing to perform any task necessary for business success.

Here's the key takeaway: Don't allow complacency to enter a state of consulting Limbo.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

Conversational prospecting on LinkedIn is the first step. Engage in genuine conversations with your target clients and learn about the challenges they face. This will help you develop a strong sales pitch and messaging that resonates with your ideal customer.

Once you've mastered conversational prospecting, you can progress to the next level of outbound sales: video-based prospecting using tools like Loom. Personalized loom videos can achieve significantly higher call booking rates than cold emails.

The final stage of outbound sales is automation. You can use tools like Instantly and Clay to personalize cold emails. However, this should only be used after a B2B consultant has perfected their sales pitch and messaging through conversational prospecting and video-based prospecting.

Here's the key takeaway: Don't start with automated cold email when you're building B2B Client acquisition systems. Do the unscalable thing first, you'll learn more.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

But there is a mindset problem MANY B2B consultants have, and that is not treating Sales and Marketing with a certain level of respect and not aiming to become better at it. Your business stands on two legs: Your skills to deliver value to clients, and your ability to get clients. And the latter part requires skills. Just trying a cold email campaign once and calling it quits if it doesn't work is not the right path. You have to work on it.

Here's the key takeaway: Take Sales and Marketing a bit more seriously. You don't have to become the best in the world at it, but accept that you cannot outsource it and take on the burden to learn it.

This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com

I'm not going to go all woo woo on you and ask you have an abundance mindset.

But there is a mindset problem MANY B2B consultants have, and that is not treating Sales and Marketing with a certain level of respect and not aiming to become better at it. Your business stands on two legs: Your skills to deliver value to clients, and your ability to get clients. And the latter part requires skills. Just trying a cold email campaign once and calling it quits if it doesn't work is not the right path. You have to work on it.

Here's the key takeaway: Take Sales and Marketing a bit more seriously. You don't have to become the best in the world at it, but accept that you cannot outsource it and take on the burden to learn it.
This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Follow me on
⁠YouTube⁠｜⁠LinkedIn⁠ ｜⁠Email (Newsletter)
And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com