The Profit Scale

🎯 Top Takeaway from Today's Episode

• Believe that you belong in the room, there is space for you.

📌 Key Points from the Episode

Characteristics of a Corporate Client

1. There's usually more than one person involved in the decision making process. 
2. The contract length tends to be longer — on average, about three months.
3. B2B organizations usually have a pre-established budget to hire an expert. 

The 3 Tips to Position Yourself for B2B Success

1. Believe that you belong.
2. Practice your ABPs (Always Be Prospecting).
3. Become fluent in the language of ROI.

📊 Statistics You Need to Know

• The global consulting market is a $250 billion industry, with North America being the most mature market globally (Source: Consulting.ca)

💡 Take Action

• Identify 5 industry events that you can attend next year to help build your pipeline of prospects.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

🎧 Listen to Episode 31: How to Tap into the Mind of Corporate Decision Makers

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Sales can be based in integrity, characterized by conversations, steeped in mutual value and welcomed and appreciated by your prospects.

📌 Key Points from the Episode

Corporate Buyer’s Ecosystem

Redefining your relationship with sales will require you to be proactive, intentional and willing to lead the process. 

The 3 New Approaches to Sales

1. Outbound Sales: An approach to sales where you are the one reaching out to and initiating contact with potential clients.
2. Permission-Based Sales: An approach to sales that focuses on engaging with prospects who have made it clear that they want to hear from you.
3. Relational Sales: An approach to sales in which you take the time to build trust with your prospect, and understand their needs before offering them a solution.

📊 Statistics You Need to Know

• 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. (Source: Spotio)
• 84% of corporate buyers are more likely to buy from a sales rep that understands their goals. (Source: Salesforce)

💡 Take Action

 Reach out to 3 prospects this week.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Your marketing strategy should be in alignment with your target clients.

📌 Key Points from the Episode

Corporate Buyer’s Ecosystem

This is a framework to help you identify the key roles involved in the decision-making process, as well as the type of information that is most relevant to each role at each stage.  

The 3 Key Roles Influencing the Decision-Making Process in Hiring Outside Experts

1. The Information Gatherer: This role is responsible for researching potential vendors, vetting the vendors to ensure that they meet at least the basic requirements, and understanding their expertise.
2. The Authorizer: This is the person who is responsible for ensuring that whomever they hire can produce an outcome that positively impacts the department and the company's goals.
3. The Advocate: This role represents the person who will directly engage with you while you deliver your service.

📊 Statistics You Need to Know

Research shows that close to 70% of the B2B buyer's journey (Eira, 2022) is completed before a prospect reaches out to you. 

💡 Take Action

Create one piece of marketing material tailored to one of the three roles that we discussed earlier today.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💼 Work with us: Systems That Scale™ Program

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

The root of what helped me to be successful were three simple traits.

1. A belief in myself and my capabilities
2. A willingness to put myself out there, say, "Yes, I can help you solve this problem," and a willingness to experience rejection
3. A commitment to showing up

📌 Key Points from the Episode

The Alternative Method

1. Identify your basic qualifying criteria: Identify the basic criteria for what types of companies are a good fit.
2. Prepare a one-sheet: A single-page document that summarizes what you do, how you can help, and a little bit about who you are. 
3. Identify your core skills: What are the key skills that make up your expertise or the skills that you use when you're working with your clients? 
4. Identify job titles that correspond to your core skills or your existing title: Use the basic criteria that we identified in step one, along with your core skills from step three to search for job postings within your area of expertise.
5. Create a prospect list using your search results: The goal for this stage is to wade through the results and simply identify 10 companies that would be a good fit for your solution. 
6. Make contact: You’re now going to reach out and pitch an alternative solution than the one that they're looking for.
7. Repeat.

The success with the Alternative Method™ is defined by securing a discovery call, not securing a contract. 

💡 Take Action: 

1. Reflect on what belief, willingness and commitment looks like for you.
2. Download the guide on how to find your first corporate client so that you can start applying these steps today.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

🎧 Listen to Episode 28: Price Like a Pro Using The Pillars of Pricing™️ Framework

💾 Get your free guide: The Ultimate Guide To Finding Clients Using The Alternative Method™

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Whether you're a candle maker, a personal finance coach, chef, Diversity, Equity and Inclusion (DEI) consultant, or anything in between, there is a corporate contract available for you. 

📌 Key Points from the Episode

Three Major Categories of Revenue Streams

1. Services: are anything that requires your labor and expertise in real-time to deliver results for your clients.
2. Licensing: refers to something you've already created and you're permitting your clients to use.
3. Products: This is when you provide a physically manufactured product to a corporation in exchange for money.

📊 Statistics You Need to Know

• There's a projection for the global professional services market to increase from $6040.91 billion in 2021 to $6697.56 billion in 2022. It is also anticipated to reach $9651.77 billion in 2026. (Source: Professional Services Global Market Report 2022)
• The largest market for professional services is in North America. It represents 33.4% of the global market. (Source: Professional Services Global Market Report 2022)

💡 Take Action

Find an example of a company that provides similar or the same services as you that serves a corporate audience. 

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

When all four Pillars of Pricing™ are in alignment, you can confidently price for the full value you create and the value your prospects want to experience.

📌 Key Points from the Episode

The Four Pillars of Pricing™

1. Profile: an in-depth representation of your target client's problems, challenges, or goals.
2. Positioning: establishing your business in the mind of your customers and clients/influencing the way that prospects think about your business.
3. Proposition: the factors that distinguish your business from your competition and help your prospects understand why they should choose you.
4. Profit Margins: the amount of money left over after all expenses and costs have been paid.

💡 Take Action
Take the "Am I Ready to Charge Five Figures?"  quiz to know what areas may be holding you back from leveling up your pricing or what areas position you perfectly for a price increase. 

🔗 Links

🎧 Listen to Episode 27: What's Required to Attract High-Value, High-Paying Clients

💼 Work with us: Apply for a Priced for Profit™ VIP Day

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

One of your greatest assets is the ability to address your desired clients high-value problem. 

📌 Key Points from the Episode

• A high-value client is a client that makes a significant impact on your revenue, a positive impact of course. A high-paying client is someone who spends five-figure plus or more ($10,0000+).
• 3 Strategies to Attract High-value High-paying Clients:
  1. Solve a high value problem.
  2. Understand the problem you solve with depth and clarity.
  3. Speak about the problem consistently.

💡 Take Action

Speak to your clients (current and past) and define what high-value problem is common to them. 

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯Top take away from today's episode:

It’s important to understand how changes in the consulting industry affect our everyday business strategies, systems, and operations, so we can adapt to remain relevant and position our firms for continued success. 

📊 Statistics you need to know: 

• Research on 2021 Consulting trends, shows that in 2021 and beyond, organizations are looking for consultants that have an established expertise. (Infodesk)

💡 The 3 questions to ask yourself:

1. How are you differentiating yourself as an expert?
2. Are you leaning into what's already working?
3. What are your Revenue Generating Activities (RGAs), and are they being prioritized?

🔗 Links:

📞  Schedule a free Discovery Call!

✍🏾 Take the Systems S.O.S. quiz !

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast!

Top take away from today's episode:

"Systems help scale personalization and increase the speed with which you're able to connect with new prospects and win new business".

Statistics you need to know: 

• 40% of organizations didn’t meet their sales targets for the year 2020, while 38% of organizations not only met but exceeded their targets. Of that group who was able to exceed their sales targets, 65% of them had a designated sales Enablement person or team. Meaning, there was a dedicated team, or team member focused on creating and implementing systems behind their sales. (HubSpot)

The 5 areas for Systems:

1. The Inquiry Stage
2. The Discovery Call
3. Pricing
4. The Proposal
5. Client Onboarding

Links

✍🏾 Take the Systems S.O.S. quiz !

📞  Schedule a free Discovery Call!

👋🏽 Connect with me on LinkedIn here or Instagram!

🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast!

Salutation, friend! Today’s episode is brimming with NEW things. CHANGE IS COMING! 

We’re going to talk about some exciting things to look forward to this season of the podcast, as well as 5 key indicators to know if you're ready to step into your next level of business. Whether you're looking  to serve corporate clients or just looking for what's next, these indicators will help you ask the right questions to make your next step forward clearer. 

P.S. Did you see our new podcast artwork?!

Links

• 🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast
• 👋🏾 Connect with us on Instagram here: @rjcconsulting.global
• 📋 Sign up for the Systems That Scale waitlist here: Systems That Scale waitlist