Shows
Scaleup Leaders: Stories from ExperienceEP16 Why and how should scaleups implement OKRs? Interview with -- Me!Join me and Michal Bohanes on this episode as we go back to basics with OKRs.We’ll be covering✅ exactly what OKRs are✅ why you should use them to track your goals✅ how they fit in with your company strategy and vision✅ and exactly how you can get started with implementing them.Finally, we’ll also look at what alternatives to OKRs exist for companies to use to keep themselves on target for their goals. This is a public episode. If you would like to discuss this with ot...2023-01-2656 min
Making Conversations Count: Honest, relatable conversations with business leadersHow are your mind weeds? And have you sorted your client acquisition system?Carrying On The Conversation about client acquisition systems that Wendy had with Michal and Ana Bohanes Do you have a system for onboarding and managing your clients? We hope you managed to catch the most recent episode of "Making Conversations Count" in which Wendy spoke to Alpha Lead Academy founders Michal and Ana Bohanes. We discuss our takeaways from the recent episode. When it comes to working with your clients, finessing your offering (the thing you do) is just the start. Everything needs to have a process. And that's exactly what husband and wife team Mic...2022-06-2619 minPodknows Business NetworkHow are your mind weeds? And have you sorted your client acquisition system?Carrying On The Conversation about client acquisition systems that Wendy had with Michal and Ana Bohanes Do you have a system for onboarding and managing your clients? We hope you managed to catch the most recent episode of "Making Conversations Count" in which Wendy spoke to Alpha Lead Academy founders Michal and Ana Bohanes. We discuss our takeaways from the recent episode. When it comes to working with your clients, finessing your offering (the thing you do) is just the start. Everything needs to have a process. And that's exactly what husband and wife team Mic...2022-06-2619 min
Making Conversations Count: Honest, relatable conversations with business leadersDo you have a decent client acquisition system in place? Do you have members of your team playing good cop, bad cop?How's your client acquisition system? Who in your team plays good cop, bad cop? Making Conversations about client acquisition Count! "You do need to connect with people on a human level. I'm not a fan of spamming and doing just cold call where you just pitch them right away, none of that. But it is also a numbers game." Michal Bohanes, Making Conversations Count - (June 2022) Psst! Low on data? Here's a lower bandwidth version for you. Are you giving enough thought to being a good cop and a bad cop and de...2022-06-2344 minPodknows Business NetworkDo you have a decent client acquisition system in place? Do you have members of your team playing good cop, bad cop?How's your client acquisition system? Who in your team plays good cop, bad cop? Making Conversations about client acquisition Count! "You do need to connect with people on a human level. I'm not a fan of spamming and doing just cold call where you just pitch them right away, none of that. But it is also a numbers game." Michal Bohanes, Making Conversations Count - (June 2022) Psst! Low on data? Here's a lower bandwidth version for you. Are you giving enough thought to being a good cop and a bad cop and de...2022-06-2344 min
Digital Masters: Growth Marketing Strategy, Tactics & TechnologyMarketing Philosophy, Content, And Outbound Sales | Episode #55I was recently a guest on Michal Bohanes’ Live show. We had a great conversation where we discussed✅ marketing philosophy✅ how I get my sheer volume of content done,✅ whether I endorse any form of outbound or not,✅ and what's the story of those two old school Jazz posters on the brick wall behind me (and where has it gone recently?!?)Enjoy!2022-05-131h 02
State Of Client AcquisitionEp. 55 - How Ray J. Green built a 40k/mo consulting business in a tank topIn 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...2022-04-2159 minState Of Client AcquisitionEp. 54 - Seeking Passive Income can stop your growthBeing eager to transition to passive income too soon can be a stumbling block for your business. I recently spoke to someone who wants to serve his clients in a passive way (via an online course) although this is not the best way to get his clients results. In this episode I explain why this is not a good idea and why client results need to trump your own preferences of how you want to deliver your service. _____________The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers int...2022-04-1216 minState Of Client AcquisitionEp. 53 - How To Serve Ethical Businesses...Without The Virtue SignallingI have started about 2,000 conversations with prospective clients.And there's a common theme that has proven to be right over and over again:Those who focus on the identity of their audience or on a virtuous cause......do worse in their business.Examples: Those who...✅ Coach female / black entrepreneurs✅ Do Marketing for vegan solopreneurs✅ Do Operations Consulting for "ethical businesses"✅ Are focused on social impactTheir revenue is invariably lower than that of compa...2022-03-2920 minState Of Client AcquisitionEp. 52 How To Become A LinkedIn Prodigy - Interview with Sam BrowneFrom charting the music to charting LinkedIn, in this episode, all round creative genius and serial entrepreneur Sam Browne shares his LinkedIn exploits that lead to him becoming a LinkedIn rockstar a mere 2 months into being properly active on the platform.We discuss our different content sharing methods where Sam proves to be more of a renegade with his unplanned and unscheduled methods that are also quite impactful. As well as the importance of centering the reading experience and creating aesthetically pleasing posts. What sets him apart is his cheeky creative flair that shines through h...2022-03-231h 12State Of Client AcquisitionEp. 51 - How Ryan Kovach Became A $1M Year SolopreneurJiu Jitsu Black Belt and Marketing Swiss Army Knife, Ryan Kovach of RK CMO shares how he went from temporary unemployment to a million dollar a year solopreneur. With a Can Do attitude and a DIY spirit, Ryan is a fractional CMO to his clients, by being both the consultant and the service provider that is fully immersed in their craft and their client’s day-to-day running of their (digital) marketing. Super valuable insights for anyone who is considering becoming a fractional CXO.Time Stamps:00:02 Intro & Jiu Jitsu Breakdown 00:58 How R...2022-03-221h 07State Of Client AcquisitionEp. 50 - Why You Shouldn't Work With A "LinkedIn Coach" (The Bridge Towards Business Abundance)I had a conversation with a Consultant who works with a "LinkedIn Coach". The question is: Can a LinkedIn Coach help you with your overall Strategy? Not just LinkedIn Strategy, but overall. Your product? How to Position yourself? How to sell on Zoom? People are so focused on the mechanics of LinkedIn, forgetting that it's just a small piece in the overall puzzle of making a business work. ++++The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and sol...2022-03-1011 minState Of Client AcquisitionEp. 49 - How to RE-engage your past clients & network (feat. Scott Webb)This is all about activating your First Degree Connections and past clients, as opposed to searching for new Horizons. Enter Scott Webb, ReFluencerThough there are differences in my and Scott’s methods, the core foundation of our strategies remain the same; to add value beyond the product or service you sell.Scott has an excellent framework and a killer set of tactics under his sleeve to make sure you have mined your existing network to the biggest extent possible. As Scott says, the revenue you seek is in the list you...2022-02-231h 00State Of Client AcquisitionEp. 48 - Don't go back looking for a Job before listening to THISSlightly more emotional episode. It was triggered by a conversation with a consultant who's considering going back into corporate life because he cannot get clients for his business. I thought it was such a shame because there are such straightforward tactics he could just DO and win clients. So it's a bit of a rant or pick-me-up, depending on your viewpoint. 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...2022-02-1031 minState Of Client AcquisitionEp. 47 - Client Testimonials Best PracticesTestimonials are a give and take, in order to get some, we should be open to giving some first.Anric Blatt and I linked up to discuss testimonials; what they can do for businesses and personalities, how to go about giving and receiving them, the formats of testimonials and how to avoid going to third base too soon.He emphasizes the three step strategies around testimonials – the ‘Stop, Start, Continue’ and ‘Get, Give, Ask’ concepts that create a space of allowing people to give back. We also share methods of testimonials; his a video kaleidoscope of short...2022-02-1055 minState Of Client AcquisitionEp 46 - Separating Yourself From The Inner Saboteur (feat Ana Bohanes)The earlier you are in your entrepreneurial journey, the more mindset challenges lie around every corner. From self-doubt to being surrounded by less-than-supportive people, to poor lifestyle habits that fuel procrastination & laziness... there are daily opportunities to slip up and be My wife Ana has been instrumental in my own journey. We met in a business networking group and soon became accountability partners. She has helped me overcome many mindset bugbears. My biggest lesson from her was to externalize the self-sabotaging parts of mysel...2022-02-0823 minState Of Client AcquisitionEp. 45 - Sell First. Then BuildOnce a month I hear that ominous music...When the hero walks down the steps into the basement, candle in hand. 👻🐺😱😱😱And I think NOOOOOOO!That’s the feeling I get when a prospect tells me he’s working on his course or coaching program. (oddly enough it’s only been MEN so far).There’s 3 good reasons you should SELL FIRST BEFORE BUILDING the damn thing.✅ Saving Time: You avoid over-building and creating irrelevant parts✅ Customer Insight: You build only what the cli...2022-02-0414 minState Of Client AcquisitionEp. 44 - Side Hustles Are A Giant Waste Of TimeSide hustling for years is a huge waste of time.SHs are an over-glorified recipe for overwork and mediocrity.There’s a better way. Reframe Side Hustles: 👇SHs need to be short-lived experiments to VALIDATE if they can make you money.When is something “validated”?Simple: Either 3 acquaintances or 1 stranger is paying you market rates for your work. That’s enough of a signal that you have something valuable to offer.If proven to work, quit your job and go all...2022-02-0420 minState Of Client AcquisitionEp. 43 - The Math of Outbound Prospecting (feat. Anric Blatt)When you get 100 potential clients in a room and you present your service - how many of them would end up buying from you? Right out of the gate possibly 1 or 2. 90 would just go home right away. And the remaining 8? That's where the magic is: You'd start conversations with them and some of them might become clients. Key is how you conduct those conversations. This is a masterclass I ran at Anric Blatt's #CrushingItOnLinkedIn event on 28 January 2022. The State Of Client Acquis...2022-01-3139 minState Of Client AcquisitionEp. 42 - Finding Your Unique Voice On LinkedIn - feat. Paru Radia & Al TepperExecutive Coach Paru Radia has blown up on LinkedIn in November 2021, with several posts of hers getting over 100,000 views and counting. And it’s far beyond vanity metrics. She closed 3 new retainer clients off the back of these posts. What has she changed to achieve this result? Paru walks us through her journey of discovering her voice with the help of her coach Al Tepper, founder of Content Gym. Drawing emphasis on authenticity, clearer communication and being a follower before a leader make for a good chance of finding your voice. Key in...2022-01-301h 10State Of Client AcquisitionEp. 41 - Mindset Drill feat. Mark Firth and Frank Prendergast: Becoming Aware of Victim MentalityIn this episode I’m joined by High Profit Consulting’s Mark Firth and special guest Frank Prendergast of Frank & Marci to discuss the importance of having the right mindset to take on challenges and do away with the victim mentality. Mark has had a tremendous impact on me, imparting a crucial lesson to me in September 2020 when he told me I was behaving like a victim. While I didn’t want to hear it at the time, it couldn’t have been more true. Learn the ‘Be, Do, Have’ to have a bulletproof mentality and find confi...2022-01-3044 minState Of Client AcquisitionEp. 40 - Why Do This Influencer's LinkedIn Views DOUBLE While He's On Vacation?Practically, a free master class on the art of 'Crushing it on LinkedIn' while enjoying some vacation sun. Featuring a puppy cameo, 'The Fund Whisperer' Anric Blatt returns for a discussion of the 2021 review of his Crushing it on LinkedIn course that stemmed from his content views skyrocketing while he was on vacation. Anric breaks down his numbers and shows us what he does that helps his numbers skyrocket while he's enjoying some sunshine.And yes, views don't mean revenue. But they're a good proxy for real-world success, all other things being equal. So...2022-01-301h 25State Of Client AcquisitionEp. 39 - The 9 Principles of Alpha Selling (on Zoom)If your only experience with Selling is with prospects who come to you as referrals or word of mouth, this training will be very useful to you.Also, if you don’t convert at least 20% of your calls, tune in. I cover the 9 Principles for Alpha Selling - mindsets and processes to optimize your funnel flow to quickly weed out the unsuitable candidates and lock in on those you can help with your product or service. Sorry for the bad audio quality on this one, this episode was recorded at my mom’s place...2022-01-3052 minState Of Client AcquisitionEp. 38 - LinkedIn Hacks to Boost Content Reach (feat. Anric Blatt)To live or not to live – that is the question: whether ‘tis nobler to host LinkedIn and Facebook Lives… or herd audience into a Zoom call - Anric Blatt shares his thoughts on why one of these options is preferable to him. In this treat of an episode, we discover LinkedIn Easter Eggs with Anric as he gives us the lowdown of his tricks for a wider audience reach: experimenting with polls, and sharing LinkedIn articles with links, on LinkedIn. In a few ways, it’s using the machine against itself to further content promotion. Genius, right?We l...2022-01-3051 minState Of Client AcquisitionEp. 37 - How To Do Outbound Prospecting On LinkedInIn this episode, we do a live training session with Curt Sassak where we break down outbound prospecting. Originally, this was planned as a session on selling on Zoom, but since Curt said he didn’t have a challenge in this area, I did a swap-out on the fly to cover outbound prospecting. Learning how to do cold outreach effectively can be crucial to the success of a business.Whether you’re starting out or wanting to grow your customer base, I’m sure you’ll enjoy this training session as we learn how to pro...2022-01-2338 minState Of Client AcquisitionEp. 36 - How To Create Irresistible OffersAn Irresistible Offer is not easy to build but has a massive impact on the success of your business. In today’s live I help you break down the architecture of an irresistible Offer. Let’s break it down.First, your Offer needs some strong Basics:⇨ a non-shrinking market⇨ a clearly defined target audience⇨ a high enough priceThen, you have to Enhance it a bit to make the Offer stand out, so use:🔝 client’s language🔝...2022-01-2339 minState Of Client AcquisitionEp. 35 - What I'd Do To Start Winning Clients On LinkedIn From ScratchI imagined what I'd do if my account got wiped off the face of LinkedIn. How I'd start all over again. This would be my process. Timestamps: 00:00 Intro, Yada Yada02:18 How I'd allocate my time03:12 Before we dive in: Let's talk about your offer07:00 Boxes your high value offer should tick12:30 Adjust to your cash needs17:10 Connecting (4h/week)20:50 Start a podcast (8h/week)26:15 Your own content (5h/week)30:50 Commenting on others' content (10h/week)...2022-01-2346 minState Of Client AcquisitionEp. 34 - Being Respectfully Authentic On LinkedIn (feat. Anric Blatt)A real treat. Anric Blatt is one of my favorite people on LinkedIn. He's funny, knowledgeable, and a real force of nature, churning out supportive comments by the truckload with a dazzling array of fonts, emojis and personalized GIFs.He and I have a bit of a running joke on LinkedIn where I post some rant against "vulnerability" on LinkedIn and he reminds me that we need to be authentic and include our whole personality into our LinkedIn presence. And he enjoys painting me as the "BUSINESS ONLY" thought police on LinkedIn who yells at people "This...2021-11-111h 28State Of Client AcquisitionEp. 33 - How To Hire Freelancers, Video Editors & Virtual Assistants (feat. Richard Russell)My client Richard had a few questions on the topic of hiring freelancers & video editors, and he was kind enough to ask them via a LinkedIn Live.In our conversation I present my approach, the salient points of which are:* Audit your time - what are you spending time on that someone else could do? (download the free template to track your time - see link below)* Create a landing page with a video where you introduce yourself to the candidates - always nicer to put a face to the person you'll be...2021-11-0349 minState Of Client AcquisitionEp. 32 - The Psychology of Live Streaming In B2B (feat. David Rapalski)Parasocial Interaction is the feeling of knowing someone well who doesn't know us. It's what stalkers feel with pop stars. And it's woefully underused in B2B where only a handful of influencers have deliberately worked towards building a high level of familiarity with their audience.In this episode, marketer David Rapalski and I discuss the phenomenon of Parasocial Interaction, why it's particularly strong in Live Streaming... and what you, as a solopreneur or small B2B company leader can do to leverage it.Time Stamps0:00 Intro1:25 Who is David Rapalski?2021-10-2036 minState Of Client AcquisitionEp. 31 - How To Get Started With Content & DemandGen With Limited Time (Free Consulting Call)A consulting call with Jonathan who runs a 700k+ / year consultancy. He's not doing much in terms of content and DemandGen and was curious what he could do with a very limited time budget.We're drilling down into his main sources of revenue,Time Stamps:0' - 28' Gathering information0:00 Introduction5:05 Jonathan's history10:50 Typical Clients, Business Model, Products & Revenue Origin Pie Chart19:50 Pain points & time budget & Jonathan's other businesses25:00 Deep dive into time budget28' - 59' Advice28:00 Creating...2021-10-1159 minState Of Client AcquisitionEp. 30 - Yearly, Quarterly, & Weekly Planning And Daily ExecutionIt's easy to set quarterly targets. But identifying specific tasks that will get you to those goals and ensuring you execute daily on these tasks?That's a whole different kettle of fish.I haven't met anyone who's doing this well. Connecting the long term goals with daily execution.So I decided to do something about it and create a system.In this video, I walk you through my entire planning process,from"I want to make $XXX, live in my dream house..." etcto2021-10-0444 minState Of Client AcquisitionEp. 29 - How The Philosophy of Realism - Thucydides, Hobbes, Machiavelli et al - Can Make You A MillionaireA deep dive into Realism and how this Philosophy can advance your business journey.Realism forces you to look at the world how it is and adjust to it.The antithesis would be Idealism where you imagine the world as it should be and then trying to mould the world in this image.Evan Thomsen (www.evanthomsen.com) is a firm believer that the first way is far superior and allows you to build a business much more effectively.In this sweeping conversation, Evan takes us through a history of Realism...2021-10-012h 08State Of Client AcquisitionEp. 28 - Here's me working on my own Strategy LIVE (Replay)One of the tasks I'd been putting off because it was important but not urgent. I forced myself to do it by scheduling a LinkedIn Live on the topic.In this episode, I'm refining my own company strategy for Q4 2021 and 2022. The structure is:1) Set a quantifiable goal2) Analyse the current situation. External and internal, my own strengths and weaknesses, Opportunities and Threats.3) Identify specific high-priority gaps that need to be fixed4) Name specific actions I will take (quantified and time-bound) that have the highest likelihood of filling the...2021-09-211h 51State Of Client AcquisitionEp. 27 - The Funnel And The Pot - Post Pandemic Client Acquisition for Small B2BThis is from a LinkedIn Live in September 2021.We're all seeing the writing on the wall. Solopreneurs are already doing it en masse. But small B2B companies are slow to catch on.This is the first time I crystallized the new world of client acquisition in a coherent narrative. I'm sure further iterations will follow. But I hope that this presentation will help small B2B companies to realize what's in front of them and execute a considerable DNA change inside the company and reshuffle their C-level priorities.In a nutshell, the...2021-09-1350 minState Of Client AcquisitionEp. 26 - State Of Client Acquisition: Interview With Evan Thomsen: Don't Chase The Dream Job - Build ItWe're back for Season 2, and open it with a BANG!This is a a sweeping tour de force with someone I've had the privilege to meet only two months ago.Evan Thomsen describes himself as the Machiavelli of Business. He has created a unique kind of consulting career for himself.See, most consultants have a specialization that they then sell. However, Evan is not particularly specialized. Instead, he weaves himself into the fabric of the company so profoundly that he becomes a close confidant to the CEO. And as such, he is able...2021-09-021h 56
B2B Made Simple: A B2B Marketing Podcast150: Why You Should Be Creating Demand On LinkedIn | State of Client Acquisition PodcastOn this episode, Sam Moss joined Michal Bohanes on the State of Client Acquisition podcast to talk about what it takes to creating demand for your company. He covered his LinkedIn strategy over the past 12 months and what it has done to fuel the growth of 1Click Agency.2021-07-2824 min
State Of Client AcquisitionEp. 25 - Delivery matters more than Content - Michael Barris InterviewMichael Barris is a public speaking coach who helps professionals gain more confidence in front of the camera. He’s also written a book “How to become a SuperSpeaker”I was intrigued by his instructional video (link below) where he suggests to become better at public speaking is to practice speaking twice as fast.In our conversation, we cover the magic of a great delivery, what you need to do more and let go of when public speaking.To me, the most eye-opening moment (7:00) was when Michael mentioned the Dr. Fox experiment, where an act...2021-07-1549 minState Of Client AcquisitionEp. 24 - 7 Steps To Choose A Sales & Marketing Coach / LinkedIn Mentor (+1 Bonus Step)I've been looking forward to this episode for a while. Because I keep hearing these tales of woe and regret where people invested with a coach or program to help them grow their business, only to find out that it "wasn't for them" or that expectations weren't aligned.So what are the things to look out for when choosing a sales & marketing coach or LinkedIn mentor? Most people go by their gut. And while the gut IS an important indicator (as you have to LIKE the person you'll be working with), there are several other important brain-based...2021-07-0721 minState Of Client AcquisitionEp. 23 - Ben Chan: Scaling a Project Management Consulting BusinessBen Chan is a Project Management Consultant in Calgary, Canada. So far, he has been working with one major client, helping them implement strategic initiatives.Since starting his business in early 2020, the requests for his expertise have not slowed down. In order to be able to serve these prospective clients, Ben came up with an idea to help these clients help themselves - by making their project management teams more effective - through a course and coaching program.Ben is in the early stages of his productization initiative. I was curious to hear on how...2021-07-0127 minState Of Client AcquisitionEp. 22 - How A Coach Without A Coach Is A HypocriteWhat does it say about someone who's in the business of helping other people be better at what they do...... but doesn't invest in a coach / consultant / mentor themselves?It doesn't only destroy credibility, but it also impacts their karma. Listen to today's episode to understand why.+++The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. Submit a question on www.StateOfClientAcquisition.com.2021-06-2312 minState Of Client AcquisitionEp. 21 - Why "DISRUPTING" or "REDEFINING" your industry is a bad ideaNot only is being "disruptive" lazy marketing that most people see through. It also puts you into a wrong mindset. Because being disruptive means you're playing outside the boundaries of an industry (and therefore: hierarchy). You want to destroy it in order to build it up in your image and emerge as the dominant player. And playing OUTSIDE of an established hierarchy means you miss out on a significant source of happiness: Experiencing gradual progress and improvement. ++++The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podc...2021-06-1612 minState Of Client AcquisitionEp. 20 - The Difference Between Making $5k & $50k/Month As A Consultant[Clip From A Live Alpha Lead Academy Coaching Call Included]I have a client, let's call her Jane. She's excellent at what she sells to people (public speaking, presenting, pitching). But she's been at a low revenue level for a while now, underselling herself on most occasions, with patchy revenue from piecemeal clients ($99 here, $997 there). During a coaching call with her, the problem crystallized in my mind for the first time: She's leading sales conversations with her SKILL, not with a product. She knows she has a skill she's very good at, a...2021-06-0817 minState Of Client AcquisitionEp. 19 - How Sam Moss Drives Much Of His 13-Team Agency's RevenueOne thing I like about Sam Moss is how non-flashy he is.He publishes solid B2B marketing content. A podcast where he interviews interesting people. The occasional family picture.But...✅ ... no fancy jump-cut videos with animations✅ ... no provocative clickbait✅ ... no "vulnerable" self-flagellationAnd yet, despite this lack of extravagance, his LinkedIn content drives all the revenue of a 13-person agency. (Sam builds Wordpress websites for B2B companies) That's a remarkable achievement.Because, on the other side of t...2021-05-3124 minState Of Client AcquisitionEp. 18 - The Five Stages Of Entrepreneurship As A Coach Or ConsultantI have now spoken to well over 1,000 coaches, consultants and other such solopreneurs and leaders of small B2B. They are all at one of five stages of entrepreneurial progress. Stage 1 - "I do anything for money" ($0-3k/month)Stage 2 - Specialists who are afraid of selling ($2-5k/month)Stage 3 - Busy professionals selling their time ($5-25k/month)Stage 4 - The business owner - organic client acquisition ($10-50k/month)Stage 5 - The business owner - PAID client ac...2021-05-2626 minState Of Client AcquisitionEp. 17 - Choosing To Walk Away From An Anxiety DiagnosisTricky subject! May is Mental Health Awareness month, and it's my firm conviction that 50% of supposed mental health issues are completely avoidable by choosing to walk away from the diagnosis and pursuing a meaningful adventure, instead. I speak from experience. In 2014, a doctor diagnosed me with "anxiety". I went to see a therapist who offered to treat me... and I decided against it. I chose to stop rummaging around in my past and unhappy present and chose to dedicate my efforts towards an external goal. Why does this matter for business? Because mi...2021-05-1919 minState Of Client AcquisitionEp. 16 - Inspiration vs Gradual ImprovementI'm a sucker for inspiring movies. A hero with such strength of character who succeeds against huge odds. Rocky, Shawshank Redemption, Braveheart. And normally, the effect on me is a surge of inspiration ("I wanna be more like them") only to then fall back into my usual patterns. Recently, I watched The Pursuit of Happyness for the first time. There, the hero overcomes such staggering odds as being homeless with a 5 year-old son. So chances were that I would get high on the experience, feel like I should work through nights and never stop to avoid a s...2021-05-1313 minState Of Client AcquisitionEp. 15 - Ice Cold Showers & Outbound ProspectingIce Cold Showers and Outbound Prospecting have many similarities, beyond the "it's unpleasant but good for you" aspect. In this episode, I explore these. Also, on top of the show, I discuss a recent sales failure and how I am dealing with it. The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. Submit a question on www.StateOfClientAcquisition.com. Watch the free Alpha Lead Aca...2021-05-0619 minState Of Client AcquisitionEp. 14 - Your Network Is Holding You BackI was 16 and was looking for a summer job. A family friend hooked me up with a gardening shop. Unbeknownst to me, he also fixed up my salary. The owner was willing to pay $x, and so our friend added another $x on top of it which the shop owner was paying me. I only learned about it a few years later. When I started my business in 2016, I was relying on my network, and for 2 years I've just been cruising with that. And then the network was exhausted. All of these stories just show wh...2021-04-2915 minState Of Client AcquisitionEp. 13 - Should Business Consultants Use Facebook For Business?In today's episode I dig into whether Business Consultants should use Facebook to grow their business, in which circumstances they should do so and which features of Facebook in particular they should use. The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. Submit a question on www.StateOfClientAcquisition.comWatch the free Alpha Lead Academy Training on how to win clients o...2021-04-2223 minState Of Client AcquisitionEp. 12 - 5 Mistakes I Made When Starting My Consulting BusinessIn today’s episode I reflect on my journey to $29k revenue per month, a milestone I hit in March 2021.Truth is it took me unnecessarily long to get there (4.5 years). And so I thought about what I would have done differently if I could go back in time. After this reflection, I answer two listeners’ questions about outbound prospecting and about personal brand on LinkedIn.Timestamps:2:15 - Lesson 1: Do you have a business or are you just doing gigs? 5:15 - Lesson 2: Friends? Great. Wider Network? Meh2021-04-1534 minState Of Client AcquisitionEp. 11 - How To Be Liked On LinkedIn (And Win Clients)This is an interview with me by Kyle Hamer on the Summit Podcast, originally published here: https://tunein.com/podcasts/Business--Economics-Podcasts/SUMMIT-p1234956/?topicId=159584413Timestamps: 00:01:22 Intro00:02:40 How we met - Kyle's baby isn't ugly 00:03:55 The Cocktail Party Comparison00:05:30 My background00:08:30 My LinkedIn philosophy00:11:00 Breakdown of the conversation Kyle and I had on LinkedIn00:19:40 How to scale this approach00:25:10 Does this work with a Team of SDRs? 00:32:40 What success rates can be expected with this approach2021-04-0750 minState Of Client AcquisitionEp. 10 State Of Client Acquisition - LinkedIn Client Acquisition 101 (Free Consulting Call)This is a free consultation call I did with Francesco, a gentleman who is starting a paid ads agency for eco-conscious brands. We cover the basics of LinkedIn client acquisition, where to find clients on LinkedIn, how to start conversations, how to deal with getting ghosted, how to know what kind of marketing/sales method to choose, how to do content. Timestamps: 00:15:00 Intro00:01:30 Advantage of using personalized e-mail content00:05:50 Reasons not to use automated e-mails00:08:35 Purpose of using sales navigator00:09:10 Two ways to find prospective clients on LinkedIn2021-04-0137 minState Of Client AcquisitionEp. 9 - 3 Conversations With Strangers Who Became Clients In March 2021The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B CEO. We focus on LinkedIn organic and on YOU, the listener. So if you have a question, go to www.StateOfClientAcquisition.com. This week, I have my friend Karl Morningstar on the show and we discuss his latest client acquisition tactics on LinkedIn. We also cover the 3 outbound conversations that got me clients in March 2021. We go through them word by word and cover the psychology of outbound social selling. 2021-03-2534 minState Of Client AcquisitionEp. 8 - Alter Egos and Mindset Work With Ana BohanesIn today's Episode I welcome my lovely wife Ana Bohanes (www.anabohanes.com). We talk about mindset, building your Alter Ego for optimal performance, the quality of your inner dialogue and the need to isolate the negative inner voice inside of yourself.Plus we talk about how we met! :-)00:01:25 Introduction Ana Bohanes00:02:40 Ana's workout today (and why it matters for today's topic)00:04:30 The concept of an Alter ego00:06:10 How entrepreneurs can use Alter Egos00:10:00 Why do we need it? Can't we achieve our goals as our...2021-03-1845 minState Of Client AcquisitionEp. 7 - Different Types Of Prospects And How To Treat ThemToday, I'm joined by Arthur Hoffman, https://www.linkedin.com/in/arthur-s-hoffman/Founder In-Link Advisors https://inlinkadvisors.com/ and creator of the Cold Click Method to win clients on LinkedIn.We talk about the outreach philosophy he teaches to his clients and how it contrasts with mine.Time Stamps:0:06 Michal's Intro1:18 Arthur Hoffman Introduction2:31 How LinkedIn detects potential spammers2:53 The importance of preconditioning people to just press the ignore button4:40 The psychology behind the message structure7:31 What's the...2021-03-1455 minState Of Client AcquisitionEp. 6 - Four Conditions For Joining An Engagement Pod On LinkedInTime Stamps: 00:52 LinkedIn discussion with Karl Morningstar https://www.linkedin.com/in/karlmorningstar/ 01:26 Observation about the LinkedIn landscape 02:05 Building credibility through content: outsourcing vs. writing your own 04:14 Why outsourcing content is not the best idea 06:11 How to identify your target people on LinkedIn 07:41 Why you should be interested in your audience's interest 13:18 What to do when LinkedIn outbound strategies don't work 14:44 Should you stop doing outbound strategies in LinkedIn? 15:58 Should I remove LinkedIn connections who aren't in my target audience? 18:01 Li...2021-03-0434 minState Of Client AcquisitionEp. 5 - LinkedIn Video Masterclass With Chris WeiherThe State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. So if you have a question, go to www.StateOfClientAcquisition.com.In today's Episode I welcome Chris Weiher (www.cleavercreates.com). We talk about differing content philosophies for LinkedIn.Watch this episode on Youtube here: https://youtu.be/5I0c795-e4oTime Stamps:2:00 - Chris Intro4:50 - Our differing content philosophies2021-02-2555 minState Of Client AcquisitionEp. 4 - The biggest mistake when creating your Client PersonaTime Stamps1:20 The one mistake many people make when creating a Client Persona: Over-emphasize demographic markers - all the while not spending enough time on their pain and problem.20:10 How can an agency in India position itself to be able to acquire clients in the US? How do you bridge the gap of trust?29:20 Feedback on a listener's first message in Outbound Prospecting. How to build rapport in Outbound Prospecting35:30 A listener spends too much time on Outbound Prospecting and was only able to start 42 conversations in 20 hours' time. How to...2021-02-1851 minState Of Client AcquisitionEp. 3 - How To Win Trust With ProspectsI have recently observed an increase in my closing rate from 10% (shudder) in the summer of 2020 to 35% in Nov20 - Jan21. Where did that come from? I believe it's down to changes I have made in my process as well as my sales call, all of which have led to a growth in the TRUST prospects have with me. In this episode I discuss what I did and break down the Trust factor into 3 buckets along the path - marketing, onboarding to a call, and the call itself. This section is followed by your questions an...2021-02-1251 minState Of Client AcquisitionEp. 2 - The Anatomy Of Cold Outbound - Guest: Maximilian SaalFeaturing Maximilian Saal, Sales Consultant from Germany. Max has been implementing my free advice on Social Selling and recently closed a client. He's a natural in cold outbound, and after I recently saw that he gets a 80-to-3 sales calls ratio on his outbound, I wanted to see how he does it. And so, on the show, we dissect one of his and one of my cold outbound conversations that got us clients. And then we cover listeners' questions Time Stamps: 1:40 Introduction Max 7:00 Max's Cold Outbound Conversation 15:50 My Cold Outbound Con...2021-02-041h 06
State Of Client AcquisitionEp. 1 - LinkedIn Pages: Great For Business Or A Waste Of Time? - Guest: Michelle RaymondGuest: Michelle Raymond, https://www.linkedin.com/in/michelle-raymond-goodtradingco/In the first 30 minutes, we cover the point of LinkedIn Company pages. Michelle is a big proponent, I'm more of a skeptic. But in the end, she wins me over in a few ways. :-)Then, I provide a 30,000 ft view on the world of Organic LinkedIn Client Acquisition. Finally, we get into audience questions. 2021-01-291h 04
Project A | The Operational VCSocial Branding & Selling for Everyone - From CEO to Account Executive | PAP#102In our latest podcast episode, Raul Porojan and Michal Bohanes elaborate on how Social Selling and LinkedIn Branding can be useful and achievable by everyone, from CEO to Account Executive. Which misconceptions are there about LinkedIn? Is there a conceptual framework you can use? And where should you start?2021-01-2848 min
Project A PodcastSocial Branding & Selling for Everyone - From CEO to Account Executive | PAP#102In our latest podcast episode, Raul Porojan and Michal Bohanes elaborate on how Social Selling and LinkedIn Branding can be useful and achievable by everyone, from CEO to Account Executive. Which misconceptions are there about LinkedIn? Is there a conceptual framework you can use? And where should you start?2021-01-2848 min
The Summit PodcastConnect and Sell on LinkedIn Without Spamming Your AudienceOutreach culture is in a fever pitch and everyone on LinkedIn knows there is value in using it as a sales tool, but what happens when outreach is lazy? Getting the most out of connections on LinkedIn isn't a spray and pray numbers game. It's about following a process.Michal Bohanes has a unique three-step process to help sales professionals connect and sell effectively on LinkedIn. Some might call this a relationship growth hack, but Michal take the mystery out of outreach and puts personal back into personalization.In this episode find out how to:U...2020-12-2148 min
HFL PodcastHFL Podcast #21: Michal BohanesMichal Bohanes and I talk about content marketing, his company Kontent360. Content marketing is a concept that's been around since the latter part of the 19th century and has had a tremendous resurgence over the course of the past two decades. It has exploded since the end of the 00s. Will it keep growing moving forward? What platforms will emerge and how should companies and individuals use content marketing to drive their brands and sales? Tune in to this episode of the HFL Podcast to learn more!
Reach out to Kontent360 if you need help with your...2019-05-2446 min