State Of Client Acquisition

By Michal Bohanes

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 conte... more

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FAQs about State Of Client Acquisition:

How many episodes does State Of Client Acquisition have?

The podcast currently has 116 episodes available.

State Of Client Acquisition episodes:

May 12, 2023 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.⁠
...more
11min
May 07, 2023 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.⁠
...more
17min
April 28, 2023 Ep. 64 - The biggest mistake B2B consultants make on sales calls (and how to stop it)
Consultants often turn into supplicants on sales calls. As a result, prospects lose respect, and treat the consultant like a job candidate.
This video is all about how you can break through this pattern by fixing these 4 things in sequence:
✅ Creating a new Belief
✅ Building your new Identity
✅ Establishing the right frame for the call
✅ Developing skills to handle any curveball thrown your way.
And just like that, you change from job seeker into sought-after expert who leads on a sales call. Give it a try and let me know in the comments how it worked for you!
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.⁠
...more
19min
April 27, 2023 Ep. 63 - The 3 knowledge-based business models (don't mix them up as a consultant!)
There are 3 main business models in the area of selling your knowledge online.
* The Agency (Done For You) Model
* The High-Ticket Coaching Model
* The Low Ticket Product Model
Blur the distinctions between them at your peril. Each of them has its own rules and optimal sales and marketing mix, and if you want to succeed fast, it's best to follow the rules.
In the video I reference the Critical Density Test Video: 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.
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.⁠
...more
25min
April 24, 2023 Ep. 62 - Beware these 5 sources of "sophisticated" procrastination
Procrastination isn't necessarily about Netflix or excessive tidying. There are much more insidious forms of procrastination that consultants and solopreneurs struggle with.
They are much tougher to overcome because they're masquerading as worthwhile activities to grow your business.
They are
😐 Networking
😐 Going to Conferences
😐 Getting into Partnerships and Alliances
😐 Getting hung up about Relationships and having a big Ego
😐 Doing anything other than prospecting and selling
Eliminate these, focus on prospecting and sales - and you'll never worry about revenue in your life.

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/bgESG5hAZQI
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.⁠
...more
13min
April 12, 2023 Ep. 61 - Why Restaurants that sell Pizza AND Sushi struggle - (and their B2B Consulting counterparts, as well)
It's a bad idea to sell everything to everyone. And yet many consultants still do it. Recently I saw someone offering services as varied as Facebook ads and Supply Chain Management Consulting. All as a 1-man band. That's like selling Sushi & Pizza...and some Curry to top it off. Not very confidence-inducing.
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.⁠
...more
9min
April 07, 2023 Ep. 60 - How to close more B2B consulting deals on the first call
It's not always possible to close a deal on the first call.
But that doesn't mean we shouldn't try, especially when the prospect seems ready.
Now I routinely close deals on the call and strangers who are talking to me for the first time wire me a high four-figure amount on the call.
There are five tweaks I have applied to my sales approach that allows me to do that.
1) I study the prospect beforehand and make a few assumptions about them (yes, assumptions, oh the horror).
2) In the first few minutes of the call, I frame the conversation as one where we will be making the decision today.
3) I respect the 30-10-20 structure of the call (30 min for investigation, 10 for the pitch, and 20 for Objection Handling).
4) During the investigation phase, I look for reasons why they shouldn't work with me.
5) I objection-handle persistently.
I am discussing these adjustments in more detail in this episode, I hope you like 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.
Watch this episode on YouTube: https://youtu.be/z0nTXGXhddE
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.⁠
...more
20min
April 03, 2023 Ep. 59 - The ultimate test to see if your B2B Consulting Offer will scale (Critical Density Test)
Not all B2B Consulting Value Propositions are Scalable. Some of them are so unique to their target audience that the density of prospective clients in the market is too low to run any meaningful outbound client acquisition.
But it's not only about density. Based on my work with consultants, I have identified 7 factors that are part of what I call the Critical Density Test.
If your score is below 100,000, you may be at risk that your offer is not scalable.
And if that is the case, I have a recommendation for you how to pivot.
In the video, I mentioned how you can get someone in your target market on the phone to do customer discovery with them. Here's the video about it
https://www.youtube.com/watch?v=SCDtyU9b1VM
And here's how you can calculate your own CDT. Click on the link below, and then File -- Make a Copy
https://docs.google.com/spreadsheets/d/171VGKpxzh4Y_zvImztUXWQEtWItBBnoupM8LTQBOUx0/edit#gid=0
____

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: https://www.youtube.com/watch?v=g5Uqce4U7Bk
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.⁠
...more
29min
March 28, 2023 Ep. 58 - 4 Mistakes that kept me from reaching $20,000 / month as a consultant
There were 4 mistakes I was making that kept me from getting to $20k / month. They were
1) Have an unclearly defined Avatar / serving multiple avatars
2) My service offering was all over the place
3) I spent way too much time delivering to clients
4) I spent my non-client delivery time wrong
And now that I fixed these problems, I'm easily making that (and more).
Hope it's going to be useful for your own business.

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.
...more
13min
December 22, 2022 Ep. 57 - Tony Wilson: From Word Of Mouth to In Control Of His Client Acquisition (Client Testimonial)
Tony Wilson https://www.linkedin.com/in/tony-wilson-cpa/ helps software development agency founders build their business to $1m revenue.
Within 2 months of working with us, Tony doubled his revenue by signing a $5k monthly retainer client.
In our conversation, we talk about how he did that and what were his obstacles with turning a stranger into a paying client.
___
The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients.
Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover?
Submit it on www.StateOfClientAcquisition.com.
Watch this episode on YouTube: https://youtu.be/QC_aHBHOBHE

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲
https://www.youtube.com/watch?v=kz2iZoITN0I

And here are my paid products: Conversations That Close - How to start friendly, non-salesy, but assertive conversation with the aim of finding clients. $150 Basic, $499 Premium: www.ConversationsThatClose.online

...more
14min

FAQs about State Of Client Acquisition:

How many episodes does State Of Client Acquisition have?

The podcast currently has 116 episodes available.