All Episodes
Displaying 181 - 201 of 201 in total
28. The #1 thing to focus on during (and after) the sales process
If you're like most freelancers and consultants, you run your sales process much like a typical scoping project.You try to figure out what the client wants you to do a...
25. T-shaped expertise: why you don't need to be an expert at everything
Michelle asked a great question that I think applies to most people in this group.She asked:“Do I need to know the ins and outs of PPC advertising or can i get away wi...
24. Advise your clients like you would your family
The secret sauce to advising your clients is to act as if they were your own family.Here's how I approach my work and how you can do the same, even if you're just gett...
23. How writers fit into a greater marketing strategy
I had a good question from Taylor, who does content marketing and copywriting. He asks :When I was in the PR world, I understood exactly the relationship between mysel...
22. How to handle out-of-scope implementation work
In response to my last post on how to sell advisory retainers, Michelle asked:How do you price the extra implementation work? I get into trouble [because I] end up do...
20. Member question on choosing a niche
Here's a response to a question from a new member of the group about how to research and choose a niche.She's got a Fractional CMO positioning and not getting enough t...
19. Specialization, systemization, and productization
Ever since I started specializing in a market vertical (coworking) I've been able to really start systemizing and productizing my work. It's had a massive impact, both...
18. How to get started as an independent freelancer or consultant
Want to leave your job and get started in freelancing or consulting? Well, I've got some advice for you.Yours,—k
Should you do outreach to get clients?
I've never hard to rely on outreach to get clients. But I do spend a lot of time creating content, so that could be why.Although, sometimes it can be necessary—especia...
16. The difference between subscription, membership, and group coaching business models
Thinking of selling one to many offers? Subscriptions, memberships, and group coaching are great ways to generate income on your path towards more leverage. But if you...
14. What a sushi chef taught me about premium positioning
Sukiyabashi Jiro is a 10-seat restaurant located underground next to the entrance of a train station. And yet, this is one of the most prestigious restaurants in the w...
10. How it feels to buy trustworthy advice (part 3)
What if you could buy an air conditioner/furnace from someone who only made money on the service, not the actual unit.As it stands, HVAC providers sell the furnace AND...
9. Two ways to transition from selling implementation to selling advice
Most people start off selling implementation work before being able to sell advice.If that's you, I recommend one of these two options if you wish to transition into s...
8. How it feels to buy trustworthy advice (part 2)
This is a follow up episode from two days ago. I want you to listen to this and empathize with your clients' inner world when faced with the decisions you help them ma...
7. How to sell on value and avoid commoditization
Clients will come to you and prescribe a solution to their problem. But that doesn't mean you need to listen to them. In fact, you need to do your own investigation fi...
6. How it feels to buy trustworthy advice
My air conditioner broke in the middle of a heatwave.Someone came to look at it and told me it needs to be replaced. They also recommended I replace my furnace at the ...
4.2 Why going two levels deep is the counter-intuitive secret to marketing
There's a funny phenomenon I noticed when it comes to any kind of success in marketing. You can apply it to almost anything you do and get greater success. The phenome...
5. Here's how to land any kind of client you want
The problem with not knowing who you're trying to target with your marketing is that you end up not getting anyone interested enough to reach out.To succeed as a marke...
4. "Fiduciary" vs. "suitability" advice (and which kind clients really want)
Want to sell advice for a living? Well, there are at least two ways you can do it. But only one of them will get you real success. Listen in to the differences between...
3. Minimalist mic and software setup for great audio on the road
After listening to yesterday's audio recording, I realized the sound quality of my AirPods was not great. So, I wanted to fix that going forward. I'm on the road right...
2. How to transition from selling implementation to advice
If you want to sell advice instead of done-for-your implementation, there’s one main thing you need to account for: implementation. You don't have to do the implementa...