State Of Client Acquisition

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 

I 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 impact Their revenue is invariably lower than that of companies who focus on solving a difficult problem FIRST.  Now, Coaching, Marketing, Operations Consulting... those are difficult problems. But it's the primacy of the focus that makes a difference. If the focus is on the identity of the target client -- bad. If the focus is on the problem -- good.  _____ 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/aYXCh_KfcPE 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

From 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 his post segment conception and optimization.  I broke down Sam's magic after our call in this LinkedIn post: https://bit.ly/3umdbzk Time Stamps: 00:04 Intro & Sam Browne Rockstar Backstory  08:00 How Sam Went from Rockstar to LinkedIn Prodigy  15:16 Sam’s (Past) Business Success 17:25 What are Sidecar Posts? 25:43 Sam’s Content Recipe 28:17 Where/How Sam Learned Copywriting  31:09 Content Posting Formula  34:38 Q&A: Schedule Structure  40:13 My Content Lessons (What Are You Optimizing For?) 45:06 Q&A: Does Not Being Scheduled Help Reach a Different Audience? 48:00 The Story Behind The Emojis 51:36 Sam’s Post Mini-Discussion  57:09 Q&A: Writing Business Specific Content Or Connecting With Ideal Client Base 1:01:53 Summary & More Pointers  1:09:58 Wrapup Find Sam Browne on LinkedIn: https://www.linkedin.com/in/sam-browne  View Black River Drive’s Lead Single Here: https://www.youtube.com/watch?v=7VwNj3BRdzw  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

This is all about activating your First Degree Connections and past clients, as opposed to searching for new Horizons.  Enter Scott Webb, ReFluencer Though 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 keep. Time Stamps: 00:10 Guest Intro 01:14 What Is a Refluencer? 04:00 Nurturing The Email List 07:12 Where to Start Energizing a Base? 15:19 Referrals and Referral Fees; Yes or No? 29:54 Reenergizing The Base 33:29 The Apple Orchard Framework  41:23 On Becoming A Refluencer  49:00 Being Systematic About Refluencing  53:55 Getting Clients To Do The Work 58:23 Wrapup  Find Scott Webb on LinkedIn here: https://www.linkedin.com/in/scottnwebb/  View the Apple Orchard Framework here: https://www.appleorchard.io/

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 myself. ➡ it's not ME saying these things... it's the enemy. And it has to be defeated.  And now I'm proud that she decided to join my business and help provide the more feminine touch when my cold analytical logical self is at its wits' end.  In this conversation, we discuss Ana's unique approach to mindset work and what the core tenets of her philosophy are.  +++ 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/qGdsPurR7j0 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

Side 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-in. Why? Because if you keep side hustling, you won’t become very good at what you do. There simply isn’t enough time to hone your craft. You’re trying to compete in a market with one arm tied behind your back, all the while your unshackled competitors are gunning from all their cannons And this keeps you in a rut of mediocrity and self-fulfilling prophecy. You’re not making enough money with your Side Hustle to quit your job… …because you’re not giving it enough time and effort to grow into something that can replace your job income. But I get it: You can’t just go ahead and quit your job. So watch this video first. ++++ 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/hOVtS2e3b-s 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

Executive 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 insight: Writing TO your audience is better than writing FOR your audience. Paru and Al tell us the subtle, yet key difference. Time Stamps:  00:08 Welcome & Guest Intro  03:00 Meet the LinkedIn Superstar  05:16 Al’s Content Gym 12:40 What To Do WIth Our Old Network  18:30 Discussing Paru’s Content  24:09 The Value(lessness) of Sharing Posts 26:34 Doing What You Believe In 36:48 Does Content Translate to Revenue? 40:10 Impromptu Q&A 45:59 Discussion & Feedback of Jade Fedder’s Content 1:07:30 Final Words from Paru & Al 1:08:39 Wrapup Find the guests on LinkedIn: Paru Radia: https://www.linkedin.com/in/paruradia Al Tepper: https://www.linkedin.com/in/altepper Jade Fedder: https://www.linkedin.com/in/jadestaceyfedder 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 as a video here: https://youtu.be/1gTGT4Px7aI Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲  https://www.youtube.com/watch?v=kz2iZoITN0I

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 there are plenty of good lessons to be learned.  Josh Curtis also joins us as we explore the importance of authentic interactions as well as recognizing and maintaining the various audiences our content caters to.  A silver platter of LinkedIn mastery nuggets, and remember; 'No Links in Posts!' Time Stamps: 00:00 Intro & Banter 03:00 LinkedIn Metrics 04:05 Anric's Crushing it on LinkedIn Presentation 12:58 What Did I Learn? 25:55 Crushing It Index Breakdown 30:55 Josh's Content Strategy 32:55 Threading Interactions Through Authenticity 40:47 Anric's 'Shake, Rattle and Roll' Strategy 53:00 Audience Q&A - Finding The Right Hashtags 59:16 Crushing it Index Formula  1:01:00 Maintaining Engagements  1:04:44 The School of Fish 1:12:30 No Links in Posts! 1:23:56 Wrapup  Find Anric Blatt on LinkedIn here:  here: https://www.linkedin.com/in/anricblatt And here is Josh Curtis’ LinkedIn:  https://www.linkedin.com/in/joshuascurtis 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 as a video here: https://youtu.be/A8VQnnkCT-I Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲  https://www.youtube.com/watch?v=kz2iZoITN0I

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 learn to create social proof using The Power of The Five, guaranteed to have your followers wandering your LinkedIn Garden. A lesson on the pros and cons of coaching clients shows us the essentiality of filling gaps with talent and milking that which works for us best; authenticity.  Niche, Tribe and Identity. These are key ingredients to attracting your audience. Time Stamps: 00:11 LinkedIn & Facebook Lives vs Zoom Calls  04:39 Anric’s Follower Filtering Strategy  05:47 Experimenting with Polls 07:20 LinkedIn Link Sharing Magic Trick  13:30 The Power of the Five 22:16 Window Shopper Alert 26:25 The Sales Call Extravaganza  31:22 How Do We Feel About (Life) Coaching? 42:21 The Art of Effective Selling AKA Finding Your Niche 49:36 Wrapup Find Anric Blatt on Linkedin here: https://www.linkedin.com/in/anricblatt 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 as a video here: https://youtu.be/1WAY6okoh1M Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲  https://www.youtube.com/watch?v=kz2iZoITN0I

In 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 prospect & attract the attention of your ideal client.   Timestamps: 00:00 Intros with Curt 04:20 Overview of the topic - Outbound Prospecting (Flying swap out) 05:10 30,000-foot view on your market (The Secret Weapon) 10:30 Biggest mistakes in prospecting 12:15 The Wider Field Of Concern (Knowing what to say when prospecting) 18:23 The Prospecting Sequence Breakdown 27:22 Checklist when you don’t know what you’re doing wrong 28:58 The Math (How many potential clients should I reach out to?) 31:42 Q&A & wrapup   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/pY4-DE-9QVA Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲  https://www.youtube.com/watch?v=kz2iZoITN0I

An 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 price Then, you have to Enhance it a bit to make the Offer stand out, so use: 🔝 client’s language 🔝 Transformation  🔝 Unique Mechanism To finish off, add some Rocket Fuel No-brainer Incentive Tactics and you will be good to go and get those clients, create revenue and generate traffic. Timestamps: 00:00  Intro 01:40  An Offer - what it is, THE power of it and how to make it good 05:12  The architecture behind an irresistible offer  06:42  How important a non-shrinking market really is 07:33  Defining your Target Audience - how & who to niche down 11:03  Why it’s important to set a high enough price for your offer? 14:26  Speak your client’s lingo 16:20  Make your offer a recipe for a Transformation  17:59  The Unique Mechanism 22:08  A recipe for success: Offer, Unique Mechanism and your Product 24:02  How Alpha Lead Academy makes it happen 25:35  Choosing your type of Unique Mechanisms  29:26  Why do you NEED a good UM for growth? 31:22  The no-brainer Incentive - Guarantees 33:16  What Guarantees you can offer 34:37  Summary & How the offer recipe applies to The Alpha Lead Academy 36:17  Testing your offer 37:24  Wrapup 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/fhA_Qup-hCM Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲  https://www.youtube.com/watch?v=kz2iZoITN0I

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 is not Facebook!" So one day we decided to battle it out and ran a zoom call with a select crowd of participants. We covered what I now in retrospect call Toxic Vulnerability on Social Media, Anric explains his model of the funnel he helps his clients with, we discuss tons of concepts like Respectful Authenticity, "Swinging the Monkey", and towards the end he even gives me some tough love on my content. You'll enjoy this one. Time Stamps: 2:30 Banter & Intros 11:50 Anric's concept of Respectful Authenticity 13:40 My presentation on To Be Or Not To Be Vulnerable on LinkedIn 19:20 Anric's take: Good and bad examples of Authenticity on LinkedIn 25:40 Andy Smith - one guy who gets it 100% right according to Anric 33:00 Andrew Pancholi deep dive: The most interesting man in the world underselling his interesting-ness. 38:00 The one-sentence persuasion course by Blair Warren - the Core of Anric's LinkedIn Strategy 46:00 Anric's Funnel 51:30 Excellent hack to ignite relationships with new LinkedIn connections 55:30 Is it ok to admit to your faults on LinkedIn? 58:00 Michal's Funnel & Pot Methodology 1:03:30 Anric's Authenticity share - what he REALLY hates doing 1:07:00 No two funnels should be the same 1:08:30 Anric giving me a teardown of my content 1:19:00 Wrapup 1:22:15 Q&A - On Funnel Lubricants and Automation 1:23:50 Swinging The Monkey You can find Anric Blatt on LinkedIn Here: https://www.linkedin.com/in/anricblatt/ Here is my Burned Toast post Anric referenced: https://www.linkedin.com/posts/mbohanes_foodwaste-itgetsbutter-activity-6853968657207373824-YnVK Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Watch the episode here: https://youtu.be/HLd9xdRIaQ4

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 working for. * Sell yourself and the company. You want the best people, so make sure you present yourself in the best light * Do a paid trial run with 3-5 people at the same time. Based on their performance, hire the best among them. That and much more in the video. Time Stamps: 0:00 Intro 1:00 Welcome 3:00 Work buckets that can be outsourced 5:18 Conduct a time audit 6:25 The hiring process 20:00 Questions I received beforehand 25:30 Q&A Download the Time Block Planner template which can double as a tracking device for your time audit here: https://docs.google.com/presentation/d/13WTRpuS_5vD7NKO9KgT-0KCh3nv-OuZREidm_GaN-4s/edit#slide=id.gb608267269_0_35 Richard's LinkedIn profile: https://www.linkedin.com/in/richardarussell/ Richard's website: https://richardrussell.co/ Watch Richard's testimonial on our work: www.michalbohanes.com/richard Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Watch our conversation on YouTube: https://youtu.be/XFJA-7C89GY

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 Stamps 0:00 Intro 1:25 Who is David Rapalski? 2:45 Parasocial Interaction 5:00 What's special about Live Streaming? 9:35 Why aren't there more people Live Streaming in B2B? 16:20 Best practices for B2B Live Streamers 19:05 Who are good B2B Live Streamers? 23:00 How can Solopreneurs or Small B2B Companies get started with Live Streaming? 28:00 Invest time in building your community Btw - You need to apply for Live Streaming on LinkedIn. Do so here: https://www.linkedin.com/help/linkedin/ask/lv-app Find out more about David Rapalski here: https://www.linkedin.com/in/david-rapalski-841353b0/ www.followthecrown.net Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Watch this episode here:  https://youtu.be/XuD7gW56Dyo 

It'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..." etc to "From 10-10:30 on Monday, I do this." Enjoy! (btw this podcast may be better to WATCH since I'm showing a few spreadsheets and other templates. You can do so here: https://youtu.be/c1sJN6V8Sy0 +++ Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Listen to the podcast here: https://open.spotify.com/show/73OtLbvg3fIzJybFUWGsHG https://podcasts.apple.com/us/podcast/state-of-client-acquisition/id1576487184

A 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, covering philosophers such as Thucydides, Thomas Hobbes, Machiavelli, Edmund Burke and other beacons of Realism such as the Federalist papers. But we don't stop there - in every section, we discuss each lesson's applicability to business. Time stamps: 5:40 - Our recent sales call with a prospect where the difference between Realism vs Idealism became apparent 14:50 - Nothing is more perilous than leading change (Machiavelli) 23:55 - The Foundations of Realism: The Melian Dialogue by Thucydides - The Oldest Mic Drop In the Book 42:50 - Liberty and Chaos - Thomas Hobbes 56:40 - Limiting the Power of Factions - Alexander Hamilton and the Federalist Paper #10 1:01:30 - The State as a Tree - Edmund Burke & WB Yates 1:09:00 - The Consequence of a Weak State - Burke cont'd 1:16:40 - The Virtue of... Virtue - Machiavelli 1:35:50 - How NOT maximizing profit is anti-Realism Learn more about Evan at www.evanthomsen.com Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Listen to the podcast here: https://open.spotify.com/show/73OtLbvg3fIzJybFUWGsHG https://podcasts.apple.com/us/podcast/state-of-client-acquisition/id1576487184

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 goal 2) 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 fixed 4) Name specific actions I will take (quantified and time-bound) that have the highest likelihood of filling the gaps and getting me to the goal. Find my long-form strategy document here: https://docs.google.com/document/d/1mZO9VWhyCI8fr-5ojhxEDuSdFRad-tYNrIDyeo2nFSY/edit# And the resulting 1-pager which i've printed out and hung on my wall is here: https://docs.google.com/document/d/1Ksk0q3ZzG0szb176TVOsjTNuy0evJd1LpkVqtOTxOEI/edit 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 the whole process - from positioning to content to prospecting to closing on the phone. Got a question you want me to cover? Submit a question on www.StateOfClientAcquisition.com. Watch the free Alpha Lead Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp

This 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 Funnel and the Pot methodology requires you to do this: * Understand where & how buying decisions get made - in the Dark Funnel * Build separate paths for high-intent leads vs low/no-intent audience * Optimize the sales path with great conversion-oriented content (funnel) * Nurture the audience with quality content (pot) & build relationships at scale * Abandon high-volume lead collection (MQLs) * Treat cold outbound as a transition until brand equity drives sufficient momentum +++ Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Listen to the podcast here: https://open.spotify.com/show/73OtLbvg3fIzJybFUWGsHG https://podcasts.apple.com/us/podcast/state-of-client-acquisition/id1576487184 Watch the free Alpha Lead Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp

We'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 to command superior compensation and gets fascinating insights into how his clients run his companies. An unapologetic admirer of Machiavelli's realism, Evan is a well-read and erudite thinker whose musings could engage and inspire a crowd of intellectuals as much as business leaders looking for a strategic competitive advantage. Evan has published a book about his career choices under the evocative name "Don't Chase The Dream Job - Build It", available on Amazon around the world: https://www.amazon.com/Dont-Chase-Dream-Build-unconventional-ebook/dp/B091F3WPK8 Miss this episode at your peril. Time Stamps: 0-5:30 intro and how we met 5:30 – 9:45 Evan the shoe salesman 9:45 – 13:15 Evan the choir director 13:15 – 18:30 How Evan gets and works with his clients 18:30 – 28:45 How Evan gets paid and weaves himself into the fabric of the company 28:45 - 43:20 How Evan learns useful skills very fast - a value-add model for consultants that’s very different from hyper-specialization or productization 43:30 - 59:45 Evan’s summary of his book “Don’t Chase The Dream Job - Build It”. A new career model. 59:45 - 1:16:30 How the personal and professional are intertwined, and how limiting your professional potential also limits your personal life. 1:16:30 - 1:26:20 Why WHO you work with matters much more than WHAT you do. 1:26:30 - 1:33:00 Nassim Taleb, Jordan Peterson and Moana - Evan’s intellectual heroes. The line where the sky meets the sea. 1:33:00 - 1:56:00 How Machiavelli is applicable to business Listen to The State Of Client Acquisition Podcast and ask any question! Sign up & submit questions: www.StateOfClientAcquisition.com Watch this episode on YouTube: https://youtu.be/WsHlCUL5sgc https://podcasts.apple.com/us/podcast/state-of-client-acquisition/id1576487184

In this video, I give you some brutal tough love if you’re one of those business owners who refuses to pay marketing agencies, lead-gen providers, or consultants upfront and only wants to work on commission or rev-share. I explain exactly why this mindset attracts the most incompetent, desperate, or rookie service providers, guarantees you’ll be at the bottom of their priority list, and almost always keeps you stuck. Then I walk you through a proven 10-step framework to take radical ownership of your growth, stop getting burned, learn how to vet and hire real pros the right way, and finally scale your B2B service business much faster.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 on⁠YouTube⁠｜⁠LinkedIn⁠ And if you'd like us to help you build client acquisition systems for your consulting business, watch this video and book a call: www.AlphaLeadAcademy.com