The Online Prosperity Experience

Become Better At Virtual Meetings To Build Long-Lasting Connections and Grow Your Business

Do you groan when you think of having yet another virtual meeting? 

Do you feel burn-out sitting in front of your camera all day?

What if virtual meetings didn’t leave you with “Zoom fatigue” — but instead, you left your meetings feeling energised and excited?

You don’t have to groan at the thought of another virtual meeting.

Using these principles, tactics, and tools, you’ll make your virtual meetings more engaging, more productive — and even more fun.

Your action step for this podcast is to ask 4 of these questions during your next virtual meetings — and take notes for it.

Above all else, remember this: executives — your clients — are surrounded by “yes-men” and “yes-women.”

You’ll position yourself as their trusted advisor by taking the opposite approach.

Don’t sugarcoat things and tell them when they’re wrong.

They’ll trust you even more because they know they can count on you for more objective advice.

How has the pandemic affected your virtual meetings?

What have you seen work well for your virtual meetings?

Strategy VS Tactics: How To Determine Your Strategy

Do you ever feel like you’re running around in circles in your coaching, consulting or small business?

Like everything you’re doing doesn’t really connect — and you aren’t making the progress you want towards your goal to create a profitable and enjoyable business?

It can feel like you’re turning around like the Tasmanian Devil (remember those cartoons back in the day?)

Believe it or not, many coaches and consultants run their businesses this way.

They’re chasing the next shiny object, the latest marketing tool or drinking the social media cool-aid without wondering how it fits into their long-term strategy and goals.

And that’s if they have a specific long-term goal in the first place.

Your long-term goals and strategy should come first.

Your tactics — tools, channels, technology, etc. — come second.

By the end of this podcast, you’ll understand the critical difference between strategy and tactics — and determine your own strategy (and tactics) so you can get clear on your next steps to grow your coaching, consulting or small business.

My response to RFPs is a polite “no thank you.”

What’s your response to requests for proposals or Tenders?

More importantly — what should your response be?

Before large companies hire a consulting, coaching or small business for a large-scale project, they’ll often put out a request for proposal (RFP) to receive several proposals and pricing options from different suppliers.

In this podcast, I’ll help you navigate the world of requests for proposals, and you’ll learn how to effectively respond to RFPs.

In theory, RFPs provide you with an opportunity to win a big project and gain a new client.

However, there are many drawbacks you need to be on the lookout for.

It’s not rare for the awarding company or organisation to have already chosen a consulting or coaching firm in their mind before they send out the RFP. But government entities and public organisations are usually required to send out RFPs so that they can ‘consider’ all options.

The firm they already have in mind might be a consultant who helped create the RFP in the first place. Or it’s a consultant they have worked with before and want to use again.

This scenario is more common than you think.

As a consultant responding to RFPs, you might find yourself spending many hours working on your proposal only to find that you are helping the client comply with internal procedures.

And then, they award the project to your competitor.

In reality, your competitor was selected before the awarding company even sent out the RFP.

You never stood a chance anyway.

It’s for this reason that most consultants should not build their business around RFPs.

• You don’t have control over the process.
• You’re competing against others.
• And often, it’s a rigged game.

If you want to build a consulting business that's profitable and enjoyable on your terms, then your response to RFPs should be a polite “no, thank you.”

Winning consulting business using effective marketing and sales strategies is almost always a much better approach.

You have control over the process. You don’t have to compete against others for the same piece of business.

But it does require you to learn and master marketing and sales — the top 2 challenges for coaches and consultants.

Let’s dive in.

Create more leverage, earn a higher income, and build a real business.

If you’re a freelancer, and you’re already providing advice for your clients (and not just your skills), then you’re 80% of the way to becoming a consultant.

You can create more leverage, earn a higher income, and build a real business.

• However, making the transition is not easy.
• You’ll have to learn how to price based on the value you create and not just trade your time for money.
• You’ll have to learn how to market your expertise and attract the interest of your ideal clients instead of relying on networking and referrals.
• You’ll have to learn how to create (and sell) real offers — not just apply for work on job boards.

I teach all of these invaluable skills (and many more) in my consulting programs.

I’ve helped hundreds of freelancers build profitable, scalable, and strategic consulting businesses.

If you want our personal help to evolve from a freelancer to a consultant and build a thriving consulting business, our Online Prosperity Blueprint is for you.

We’ll work hands-on with you to develop a strategic plan and then dive deep and work through your ideal client clarity, strategic messaging, consulting offers, fees, and pricing, business model optimisation, and help you to set up your marketing engine and lead generation system to consistently attract ideal clients.

Schedule a FREE growth session today to apply for our limited capacity Online Prosperity Blueprint by clicking here.

If you show interest in the client’s life, they’ll trust you to have their best interests at heart.

Ever noticed that other coaches, consultants and service providers make the most impact when they’re friends with their clients?

Whether it be insurance reps, financial advisors or sales account managers, stronger ties yield greater results.

You see, by spending time with your clients, you get to know them better: their aspirations, motivations and what they truly value.

You care about what they care about.

As coaches and consultants, we have a unique position to make the lives of those we serve enjoyable.

A lot of executives struggle not so much with general business practices or methods, but with their ways: their style or mindset.

Some of their behaviours, responses or decisions are detrimental to their organisation, and few of them see this.

Coaches help leaders develop greater self-awareness and skilfulness, enhancing relationships and improving operations.

But it requires real knowledge and understanding of the client.

This in turn helps them create custom products and services which mean more revenue.

Being known for caring will ensure you have a business that's profitable and enjoyable.

What Doesn't Work When Selling To Executives

Company executives fit a different profile than end users. They have different needs, wants, and challenges.

• They run businesses and organisations;
• They are focused on return on investment;
• They are much, much more difficult to reach;
• They need to know you, like you, trust you — and a need for your services must arise — before they are willing to invest in working with you

Selling to executives doesn’t have to be difficult.

It just requires a more refined strategy.

Forget about fancy funnels and shiny new tools.

As long as you focus on…

1. Being specific about the executive you’re selling to
2. Creating messaging that speaks to them (the problems they want to be solved and the results that they want)
3. Systematic outreach to a list of your ideal executive clients
4. Publishing content that demonstrates your expertise and provides value
5. Having meaningful conversations about their wants, needs, and challenges

…you’ll have no problem selling your consulting services to executives.

Learn what doesn’t work for selling to executives.

Are you a B2B coach, consultant or small business who is selling to company executives?

You’ve probably discovered that most marketing and sales advice out there doesn’t help you at all.

That’s because most marketing and sales advice you read is aimed toward businesses selling to consumers - the end users of products and services.

But, as a coach, consultant or small service provider, your business depends on your ability to sell to these company executives, not consumers.

And selling to executives is an entirely different ball game.

Unlike B2C selling…

• You’re selling your expertise, not an off-the-shelf product.
• You’re selling expensive, custom, high-touch consulting services.
• What you’re selling requires far more trust — and executives want to see a return on their investment.

If your target market is company executives, you’ll need a custom consulting offer delivered with a custom marketing and sales approach.

By the end of this podcast series - as we have part 2, you’ll learn what doesn’t work for selling to executives — and most importantly, what DOES work: including specific strategies you can use today to get in front of your ideal senior-level and executive clients.

Let’s dive in…

Experts in client development don’t seem to have this same problem.

Client development is what you do to develop clients — one of the most important practices of any coaching, consulting or small business.

Right now, in the middle of a pandemic, client development can be tough.

You need to bring in new business to keep your business running — but a lot of clients have minimised their budgets.

In this podcast, you’ll understand how to become an expert in client development — and how to keep your sales pipeline full.

Here’s your client development goal: to get 10-20% more leads than you can handle.

None of us can do this alone.

We need people to help, support, encourage, and teach us.

This is a massive opportunity that few coaches, consultants and small businesses are taking advantage of.

By community, I’m talking about those in your market with whom you’ve developed relationships: your past clients, existing clients, colleagues, partners, etc.

It also includes the individuals and communities that support you, people who hold you accountable, and will help you grow your business in uncertainty.

If you want to go far, go alone. If you want to go further - go together.

In times of economic challenges or when there is uncertainty in the marketplace, a lot of organisations start cutting recklessly.

The stronger the relationships you have with your clients, the more bonded they will feel to you and your community the less likely they will be to cancel their engagements with you.

Join Our Community here:- https://livelongbusinesscommunity.com.au/

Even during market downturns, global pandemics and sweeping lockdowns.

There is a lot of talk right now about us being in a recession or the likelihood of us entering one soon.

Regardless of when this happens (it’s not a question of IF, but WHEN) there are steps you can take to prepare and prosper as a result.

Your coaching or consulting business should be a recession-proof business.

Why?

Coaching or Consulting businesses are one of the most recession-proof businesses you can build.

Unlike most other businesses, consulting businesses…

• Have minimal costs/overhead
• Don’t have any inventory
• Allow you to be flexible and make changes quickly

By the end of this podcast, you’ll learn 6 actionable steps for how to turn your consulting business into a recession-proof business — and be prepared to not only survive a recession but to thrive and grow during it.

So, if you’d like our help taking advantage of these challenging times, our customised Clarity Coaching session is for you.

We’ll work hands-on with you to develop a strategic plan and then dive deep and work through your ideal client clarity, strategic messaging, consulting offers, fees and pricing, business model optimisation, and help you to set up your marketing engine and lead generation system to consistently attract ideal clients.

Schedule a FREE growth session today to apply for our limited capacity Clarity Coaching Session by clicking here.