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State Of Client Acquisition episodes
- Ep. 74 - What to do when your Consulting Client doesn't want to follow your advice
We'd like to think that clients take us on to follow our advice. But sometimes, they won't. Here's how you can react to it so that
a) they aren't put off
b) no one ends up resenting anyone
c) you keep them as a client.
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube: https://youtu.be/hcTYVKISYsQ
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
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.com13 min - Ep. 73 - How to tell the difference between Consistency and Insanity
Yes, you want to be consistent. But also, you need to be alert to when things don't work out. And yes, we hear the stories of people like Justin Welsh who posted for a long time before seeing results, and then suddenly, things took off.
How can you tell the difference between consistency and insanity? In this video, I discuss my simple framework for how to be consistent, but in a smart way.
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube: https://youtu.be/j1NskCcE_1Y
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
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.com8 min - Ep. 72 - Message from my boss (= the future Multi-Millionaire version of me)As a B2B service provider, you may think you don't have a boss. But you do.Your boss is your multi-millionaire future self.He or she is calling you from the future and is probably quite dissatisfied with your current performance.This is the message from my future self (note: I am NOT at that level yet - at the time of posting this, my business is making $30k/month) to my 5 year younger self, trying to get that lazy son of a gun to pull out the finger and do some friggin work.What would YOU tell your younger self?And what would your FUTURE self tell your current self?Time Stamps:0:40 - Use your network (only) as a launchpad1:35 - Outbound is the way2:55 - Before you're successful, make a binary decision about content5:50 - Sell to small businesses, not to big corporate13:15 - Define a cash runway, and then sell one offer to one avatar14:15 - Volume shall set you free15:13 - Outsource client acquisition15:55 - The amount of work and sacrifice to get there is far more than you think22:30 - Stop being hung up about what YOU want to be selling24:10 - You are less important than your goal2 videos I reference:Relying on your network as the main source of business is a very bad idea (mathematical proof): https://www.youtube.com/watch?v=lIeu1Ec1x6QCritical Density Test https://youtu.be/g5Uqce4U7Bk
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.30 min - Ep. 71 - The right way to personalize cold emails
Do you have millions of potential customers? Sure, you can blast them with a barely personalized email. And how about 1,000? You better hand-craft every single pitch.
But number of potentials isn't the ONLY factor that matters in cold email personalization. Watch this episode for a full discussion of the elements that matter and start personalizing your appropriately.
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube for the visuals: XXX
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.15 min - Ep. 70 - 4 mindset errors (3 of which little known) that keep you at below $10k
4 Mindset patterns that keep you below $10k/month
Little insidious mind viruses that masquerade as
🎭 humility
🎭 ambition
🎭 responsibility
🎭 healthy self-critique
Other mindset patterns keep you from starting in the first place.
But these ones specifically keep you below $10k
(which means you're not building wealth)
Here they are:
1) “What am I doing wrong?”
It SOUNDS good because - at least - you’re assuming responsibility.
But below it is a dark, ugly truth
2) “I’m not good at what I do and will get found out”
Classic impostor syndrome.
But most people just let it linger and learn to live with it. Bad idea.
3) “I don’t want to be salesy”
Thought experiment: If you invented the cure for cancer
…would you also want to not be salesy?
4) “I want to work with big corporate. They pay more than SMEs.”
Sounds reasonable, right?
Well, also here, there could be an unsavory truth hiding in plain sight.
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube for the visuals: XXX
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.20 min - Ep. 69 - What I need to change to grow my consulting business from $30k to $100k / month
Every uplevelling requires an overhaul of how we work. When you move from employee to entrepreneur, it's a massive change in how you spend your day.
It's the same when you have to go from 30 to 100k/month. It'll become a totally new business.In today's episode, I share the 5 changes I need to make in my business to get there.Here's the video about how I got from 10k to 30k/month: https://www.youtube.com/watch?v=YQRLDhBUhKw&t=8s&pp=ygULYm9oYW5lcyBiMmI%3DThis is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube: https://youtu.be/NHxVzu_jyB4
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.22 min - Ep. 68 - Why "Networking" is Toxic as a Client Acquisition Tactic for B2B Consultants
Networking as a client acquisition tactic... is deadly
It's the equivalent of the horse and buggy in a world of supersonic jets.In this video I provide conceptual and mathematical proof for this, but more importantly I share what you can do if so far networking has been your main or only way of getting clients for your B2B consulting businessRelevant links: I refer to the video about the Critical Density Test: --> https://www.youtube.com/watch?v=g5Uqce4U7Bk
To scrape email addresses off LinkedIn I recommend www.evaboot.com
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube for the visuals: https://youtu.be/lIeu1Ec1x6Q
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.23 min - Ep. 67 - How B2B Consultants get their business from Survive to Thrive Mode
No incantations, no affirmations, no visualizations, no manifestations.
None of these will get your business from (barely) surviving to thrivingNone of that crap.What you need is not more motivation or mindset work.You need action.The difference between being at $10k/month or less and making regular $30k months is a difference in VOLUME of activity.And in having an offer that sells.And in having a decent hourly rate that you actually stick to.OK, so maybe there IS more to it than just volume.But volume IS a big deal.I discuss the full list of actions to take if you want to get from 10k and below (so basically just surviving) to $30k and more.XXX
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.
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA
Watch this episode on YouTube for the visuals: XXX
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.
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.
Watch this episode on YouTube: https://youtu.be/wC2zEfkXIb8
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.26 min - Ep. 66 - How to start good Prospecting DM Conversations and keep them going (Wider Field Of Concern)
What if you get STUCK in Conversational Prospecting?
Not sure what to say next? Use this framework 👇You don't want to ask the prospect directly about your product area❌ "So, have you ever thought about writing a book?" (if you're a ghostwriter)❌ "Curious - are you happy with your HR Software?" (if you build custom low-code software)❌ "Who is doing your financial planning?" (if you're a fractional CFO)It CAN work with some no-nonsense, get-to-the-point types.But in many cases, it will put people off.Especially when it's the first thing you say after building rapport.Just like when you ask too personal a question too early on a date. ☠💔Instead, use what I call the 𝐖𝐢𝐝𝐞𝐫 𝐅𝐢𝐞𝐥𝐝 𝐨𝐟 𝐂𝐨𝐧𝐜𝐞𝐫𝐧.You stay in your domain of expertise.But you open the aperture.You ask a question about the area in question, but look at it from THEIR point of view, and frame the question accordingly.Watch the video for examples.
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.
Watch this episode on YouTube for the visuals: XXX
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.11 min - Ep. 65 - Why Consultants Need to Diversify Their Client Acquisition Tactics (Portfolio Theory)
Many consultants rely on 1 or 2 sources of new clients. And in 90% of cases, one of these is word of mouth. That’s not a way to build a business. If you want to build a sustainable business, you need to have multiple client acquisition tactics running at the same time.
And if that sounds similar to investment advice, it actually is! There’s many similarities between investing and client acquisition, and in this video I discuss these similarities.
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)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.17 min
About State Of Client Acquisition
From the publisher's feed
A Weekly+ Podcast For B2B Consultants, Agency Owners and Business Coaches about client acquisition and scaling a solo business to $1m/year
Currently focusing on Organic client acquisition using content & cold outbound.
Launched in January 2021 by Michal Bohanes, the podcast explores topics such as Positioning and Social Media profile optimisation, Inbound marketing via LinkedIn content, outbound prospecting, phone (Zoom) sales, Social Selling, and - not least - Mindset topics such as Accountability, Abundance Mindset and Discipline.