State Of Client Acquisition

State Of Client Acquisition

By Michal BohanesBusinessMarketing
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State Of Client Acquisition episodes

  • 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.⁠

    19 min
  • 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.⁠

    25 min
  • 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.⁠

    13 min
  • 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.⁠

    9 min
  • 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.⁠

    20 min
  • 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.⁠

    29 min
  • 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.

    13 min
  • 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 


    14 min
  • Ep. 56 - How Consultants Can Escape The Referral Trap

    Referrals are awesome.

    Prospects that book a call with you as referrals from someone else are...

    ✅ easy to close

    ✅ better to work with

    ✅ more likely to refer you themselves. 

    I love referrals. The problem is when referrals are all you have... and you're just barely getting by. Then referrals are a trap. Because when something in the market shifts or the economy slows down, you have a problem. And tilling the field isn't fun when you're hungry. But fret not, for I have a plan for you. 

    There are four steps I have taken to get out of my own Referral Trap 4 years ago:

    1. Start doing outbound

    2. Create a coffee date offer

    3. Do some regular content

    4. Build mechanisms to increase your closing rate


    -----


    We help consultants build client acquisition systems. 

    Learn more here: www.michalbohanes.com

    Book a call to see if we could be a fit

    https://calendly.com/kontent360/planning-session-inbound-45min

    Check out our client results www.michalbohanes.com/testimonials

    And subscribe to our weekly email www.michalbohanes.com/subscribe

    18 min
  • Ep. 55 - How Ray J. Green built a 40k/mo consulting business in a tank top

    In this episode, I sat down Ray J. Green. as he shares his entrepreneurial success that came from a leap-of-fate move to Cabo, Mexico and taking on life as a remote solopreneur. 

    Ray breaks down his journey from working at the Chamber of Commerce to generating a $40k / month revenue business in 2.5 years by offering sales audits and coaching. 

    When entering a new field, Ray expresses that it is important to invest in people (coaches) that have knowledge of what you are venturing into. In the end, we both agree that the mistakes we make as we transition to business owners are actually lessons that help us create our own success playbooks. 


    Time Stamps:

    00:07 Welcome & Intro

    04:50 Ray's Service Breakdown 

    11:11 How Ray's Journey Began

    12:58 Ray's Client Acquisition Process 

    18:25 Ray's Client Secret of Success

    20:49 On Case Studies and Testimonials 

    24:37 Ray's Revenue Breakdown 

    29:45 Thoughts on Niching

    32:26 Client Drive Pinpoint 

    35:15 Ray's Content Strategy 

    38:17 On Mistakes Being Lessons

    48:40 What Makes Ray Feel Alive 

    52:46 Ray's Team Breakdown 

    54:17 More On Ray's Secret to Success 

    57:32 Wrapup


    Find Ray J. Green on LinkedIn Here: https://www.linkedin.com/in/raymondgreen?originalSubdomain=mx

    Visit His Website Here: https://www.rayjgreen.com/

    Direct Link to Ray's Podcast: https://www.rayjgreen.com/blog?tag=podcast


    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:  


    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 


    1 hr

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