Explore every episode of the podcast State Of Client Acquisition
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Ep. 115 - Fixing THIS will stop your financial mediocrity as a B2B Consultant & Coach | 24 Jan 2025 | 00:32:39 | |
Treat the business like a unique, autonomous creature you have been given stewardship over.
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| Ep. 114 - 9 Red Flags to spot Dishonest B2B LeadGen Agencies - B2B Consultants Beware | 10 Jan 2025 | 00:16:11 | |
I share a 9-point checklist to help vet lead generation service providers to protect against scams. I recount my encounter with a prospect who was defrauded, pointing out red flags like founders not publishing content, vague testimonials, and a sloppy online presence. I also discuss issues during sales calls, such as not asking detailed business specifics or offering uniform pricing regardless of client value. I recommend using sales calls as learning opportunities and advise against using leadgen services unless you've mastered booking sales calls independently.
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| Ep. 105 - The Straight-Line Client Acquisition Blueprint | 21 Jun 2024 | 00:26:08 | |
About this video: Podcasts, communities, content, and other forms of marketing - all of that is great. But for B2B Consultants who need clients fast, these methods take too long to prove that they can bring in strangers as clients. We need a faster way to show whether an offer works or not. This video shows the Straight Line Approach that can get you sales calls with strangers in as little as 1-2 weeks.
Here's the key takeaway: Sales Before Marketing. Become great at sales before you become known, liked and trusted.
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| Ep. 15 - Ice Cold Showers & Outbound Prospecting | 06 May 2021 | 00:19:19 | |
Ice 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 Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp | |||
| Ep. 14 - Your Network Is Holding You Back | 29 Apr 2021 | 00:15:35 | |
I 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 what a bad idea it is to rely on your network to be successful in business. You're in a cocoon of inflated demand while you're offering sub-par products or services. The message: Use your network as a launch pad for a month or two, but then go right out there into the fierce choppy waters of the open market and prove your worth there. +++ 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 Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp | |||
| Ep. 13 - Should Business Consultants Use Facebook For Business? | 22 Apr 2021 | 00:23:48 | |
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.com Watch the free Alpha Lead Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp | |||
| Ep. 12 - 5 Mistakes I Made When Starting My Consulting Business | 15 Apr 2021 | 00:34:37 | |
In 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? Meh 9:50 - Lesson 3: Get market validation (with strangers) fast 12:50 - Lesson 3b: Don’t waste time on building an elaborate website 14:30 - Lesson 4: Eliminate side hustles 19:40 - Lesson 5: Design the business for later scalability 22:25 - Listener question about starting LinkedIn outbound conversations with a “problem question” 30:35 - Listener question: How do I build a personal brand on LinkedIn as I’m starting out with my business? 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 Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp | |||
| Ep. 11 - How To Be Liked On LinkedIn (And Win Clients) | 07 Apr 2021 | 00:50:25 | |
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=159584413 Timestamps: 00:01:22 Intro 00:02:40 How we met - Kyle's baby isn't ugly 00:03:55 The Cocktail Party Comparison 00:05:30 My background 00:08:30 My LinkedIn philosophy 00:11:00 Breakdown of the conversation Kyle and I had on LinkedIn 00:19:40 How to scale this approach 00:25:10 Does this work with a Team of SDRs? 00:32:40 What success rates can be expected with this approach 00:39:30 How do you find the right people on LinkedIn? 00:44:30 The positive upside from organic outreach 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. So if you have a question, go to www.StateOfClientAcquisition.com. Watch the free Alpha Lead Academy Training on how to win clients on LinkedIn: https://www.michalbohanes.com/webinar-lp | |||
| Ep. 10 State Of Client Acquisition - LinkedIn Client Acquisition 101 (Free Consulting Call) | 01 Apr 2021 | 00:37:47 | |
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 Intro 00:01:30 Advantage of using personalized e-mail content 00:05:50 Reasons not to use automated e-mails 00:08:35 Purpose of using sales navigator 00:09:10 Two ways to find prospective clients on LinkedIn 00:11:55 How to start conversations on LinkedIn - dating analogy 00:16:10 Secret to starting conversations: Genuinely caring about other people 00:18:10 How to pick from among different marketing / business development methods & coaches 00:21:30 What to do when someone ghosts you on LinkedIn 00:25:30 How to deal with ghosting in general 00:28:20 Using google sheets as CRM 00:29:20 What to do every day on LinkedIn when you're early stage 00:31:20 Content review 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. So if you have a question, go to www.StateOfClientAcquisition.com. | |||
| Ep. 9 - 3 Conversations With Strangers Who Became Clients In March 2021 | 25 Mar 2021 | 00:34:50 | |
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 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. Time Stamps: 02:00 - What Karl is Doing on LinkedIn to get clients 08:30 - Karl enjoys my content but doesn't engage: Typical for successful decision-makers. 12:00 - Why I'd rather have one quality comment from an ideal prospect than 100 likes from irrelevant people 13:00 - Example 1 of my outbound conversations that got me a client in March 18:35 - Example 2 24:00 - Example 3 30:00 - Do I wait until people are live on LinkedIn? 31:00 - Do I follow up with people who didn't respond? 32:00 - Do I do anything with people who never engage? Disconnect them or scrape their email address? | |||
| Ep. 8 - Alter Egos and Mindset Work With Ana Bohanes | 18 Mar 2021 | 00:45:16 | |
In 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 Bohanes 00:02:40 Ana's workout today (and why it matters for today's topic) 00:04:30 The concept of an Alter ego 00:06:10 How entrepreneurs can use Alter Egos 00:10:00 Why do we need it? Can't we achieve our goals as our usual selves? 00:12:40 How Ana and Michal met (and why it matters for today's topic) 00:15:40 Separating yourself from the inner voice 00:18:00 The importance of keeping the Inner Conversation positive 00:21:00 Your thoughts are like smells in an apartment 00:22:00 How Ana works with her clients 00:23:50 How to get started with building your Alter Ego 00:28:00 Question: How can we train our mind to be more resilient and improve the quality of the inner conversation? 00:39:35 How Landmark fits into all of this The link to the short Alter Ego template is here: https://docs.google.com/document/d/1NeSprR1bt4rgC7zTkRX3nD-tz7vzAnJzTWB7-yK-38Y/edit?ts=6051aefe#heading=h.iiy3wunridia Click File and Make A Copy. 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. So if you have a question, go to www.StateOfClientAcquisition.com. | |||
| Ep. 7 - Different Types Of Prospects And How To Treat Them | 14 Mar 2021 | 00:55:49 | |
Today, 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 Intro 1:18 Arthur Hoffman Introduction 2:31 How LinkedIn detects potential spammers 2:53 The importance of preconditioning people to just press the ignore button 4:40 The psychology behind the message structure 7:31 What's the Cold Click Method? 11:03 Statistics the measure performance 12:24 What other things does Arthur avoid from happening? 15:31 Tips and advice from Arthur to the audience: Conciseness and Relatability 16:52 Arthur's philosophy on content 19:43 Michal's take on content 21:17 How does podcasting help Michal with outbound prospecting in LinkedIn 23:22 People react negatively to sales pitches 24:44 Arthur talks about his company and the services he offers 26:54 What is the most efficient approach in organic outbound prospecting? 29:41 Different types of prospects (Shoo-ins, Bedrock, Cream on Top, Ocean of Indifference) 33:07 Different types of prospects 2 (Ocean of Indifference) 34:35 Different types of prospects 3 (Opposition and Haters) 37:26 How to treat each type of prospect 39:13 Prospecting is categorizing people 41:37 Like to View and Comment to View ratio and Content are important 45:26 Arthur acknowledges that content is necessary 47:55 Posting time is not that important. Posts with better engagements show up more 50:40 Content is a silent sales rep 52:57 Michal's Closing Live recording on Wednesdays at 7pm CET (6pm UK, 1pm EST, 10am PST) Sign up at www.StateOfClientAcquisition.com to get notified when we record new episodes. | |||
| Ep. 6 - Four Conditions For Joining An Engagement Pod On LinkedIn | 04 Mar 2021 | 00:34:23 | |
Time 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 LinkedIn Pods: join or avoid? 19:53 4 conditions if you were to join a pod 22:53 My experience joining a pod 24:00 The number 1 recipe for good content: Know what your audience wants 25:39 What to do with diverging advice from gurus 29:15 Why you should leave your at the door when networking in LinkedIn | |||
| Ep. 104 - How to get your next 5 consulting clients on LinkedIn | 19 May 2024 | 00:22:20 | |
Are you struggling to generate B2B leads on LinkedIn? I used to misuse the platform too, focusing on content over connection. In this video, I reveal a straightforward framework to transform your LinkedIn lead generation strategy. You'll learn how to start conversations with complete strangers and book real sales calls, not just networking chats. I share three real LinkedIn conversation examples that secured clients and discuss why LinkedIn shouldn't be your primary long-term client acquisition channel. Discover the two scenarios where LinkedIn excels: when you're starting out and need insights or when you're ready to build scalable acquisition systems. Optimize your LinkedIn profile, use Sales Navigator effectively, and master conversational prospecting. This video is packed with my tips on LinkedIn profile optimization, LinkedIn marketing, lead generation, and leveraging LinkedIn Sales Navigator for successful B2B outreach. Don't miss out on these LinkedIn lead generation tips to boost your business! | |||
| Ep. 5 - LinkedIn Video Masterclass With Chris Weiher | 25 Feb 2021 | 00:55:03 | |
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. 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-e4o Time Stamps: 2:00 - Chris Intro 4:50 - Our differing content philosophies 12:00 - What does it mean "is video working for you on LinkedIn"? Desired benchmarks 18:50 - Chris' sources of business and how he does outbound 26:40 - What does Chris do for his clients 29:30 - Why Chris doesn't do jump cuts 30:10 - The best source of content: Calls with Clients and Prospects. 33:00 - Why you should create content for your competitors. 37:30 - Reviewing Zarak's video 46:30 - Reviewing my video And yes, I mispronounced Chris' last name at 2:05. It rhymes with deer. Apologies Chris! Links of stuff we discuss: Chris' outbound strategy: https://www.linkedin.com/posts/chrisweiher_leadgeneration-videomarketing-videomarketingstrategy-activity-6689566425889280000-Hjhs Zarak's video: https://www.linkedin.com/posts/zarak-s-3baa611b0_zestyycopy-activity-6767787224894468096-EjfM/ My video: https://www.linkedin.com/posts/mbohanes_linkedinmarketing-socialselling-5amclub-activity-6770262615026393088-P_Ph Chris Weiher's LinkedIn: https://www.linkedin.com/in/chrisweiher/ | |||
| Ep. 4 - The biggest mistake when creating your Client Persona | 18 Feb 2021 | 00:51:29 | |
Time Stamps 1:20 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 Prospecting 35:30 A listener spends too much time on Outbound Prospecting and was only able to start 42 conversations in 20 hours' time. How to be more efficient and agonize less over the first message. 45:45 LinkedIn Headlines - if we have to choose between inspiring (and vague) or clear (and a bit boring), what should we pick? | |||
| Ep. 3 - How To Win Trust With Prospects | 12 Feb 2021 | 00:51:13 | |
I 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 and my answers Time stamps: 1:10 - How To Win Trust With Prospects 23:05 - I only have anonymous client testimonials. Is that good enough? 29:35 - Selling teeth whitening products on LinkedIn? 31:25 - Video getting fewer views on LinkedIn - should I continue doing video? 35:10 - What openers work in outbound prospecting? 39:55 - Should I write a book to boost my business? 44:55 - How do you find prospects to start conversations with in the first place? 46:00 - Is it possible to focus only on inbound (content) and ignore outbound prospecting? | |||
| Ep. 2 - The Anatomy Of Cold Outbound - Guest: Maximilian Saal | 04 Feb 2021 | 01:06:49 | |
Featuring 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 Conversation 28:00 My reflection on whether you should use your baby/toddler to win business on LinkedIn 34:00 Hannah: When is the best time to post LinkedIn content? 38:25 Gabriel: Transitioning from Done-For-You to Course & Group Coaching. When transitioning, should you advertise BOTH or only the latter? 43:50 Chris: Offering an Action Taker Discount on a Sales Call led me to lose a sale. Learn more about the State Of Client Acquisition on www.StateOfClientAcquisition.com #LinkedInMarketing #SocialSelling #DemandGen #LinkedIn | |||
| Ep. 1 - LinkedIn Pages: Great For Business Or A Waste Of Time? - Guest: Michelle Raymond | 29 Jan 2021 | 01:04:37 | |
Guest: 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. | |||
| Ep. 103 - Why you can’t grow above $20k/mo (and how to fix it) | 10 May 2024 | 00:17:01 | |
Stop depending on referrals (and grow to 30K+/month): https://www.alphaleadacademy.com The videos I refer to in the video: Picking a Niche: https://youtu.be/T6cC7N-kouQ The Critical Density Test: https://youtu.be/g5Uqce4U7Bk The 5 sources of scaling (What Naval Ravikant Taught me): https://youtu.be/1e82ZX7rkQw Why Networking is Toxic: https://youtu.be/lIeu1Ec1x6Q How to do cold email well: https://youtu.be/tECkIsMJ_zg LinkedIn: www.linkedin.com/in/mbohanes/ Newsletter: https://www.alphaleadacademy.com/subscribe About this video: Discover how to break free from the $20k/month revenue ceiling in B2B consulting. In this video, I identify four common traps holding consultants back from growth: the Niche-Offer problem, Value Delivery inefficiencies, and being in the Wrong Boat. Learn how to diagnose and escape these traps by narrowing your focus, optimizing value delivery processes, and ensuring scalability. I also tackle Inefficient Marketing strategies. Don't miss out on insights into scaling your B2B consulting business effectively. Watch now for tips on client acquisition, operational efficiency, and strategic growth strategies. Here's the key takeaway: If you cannot scale your B2B Consulting Business past $20k/mo, you have a problem. Fix it. Watch the video to learn how. | |||
| Ep. 102 - The best B2B Offer Training On the Internet | 05 May 2024 | 01:14:50 | |
When I ask most people on sales calls what their offer is, most of them say something like "Well, we're supply chain consultants" or "I'm an executive coach" or "I build marketing systems for manufacturing companies" Well, that's all swell and dandy, but how will THAT elicit anything but a monumental yawn from a cold email prospect? "Hey, I'm an executive coach. Need some executive coaching?" That's hardly the stuff sales dreams are made of. But it's hard to build a good B2B offer. Most B2B Consultants don't even know where to start. So I decided to "leak" our complete Offer training, which is normally only accessible to our clients. In it, I dissect the anatomy of a great B2B offer discuss examples of outstanding offers show you step by step how to get your own offer from zero to hero Why should you spend 76 minutes watching this monster of a training? Because once you have a good offer, you can approach strangers via LinkedIn and cold email, book sales calls with them, and close more deals. Wouldn't that be a good outcome?
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| Ep. 101 - Cold email changed: How to win in 2024 | 25 Apr 2024 | 00:11:13 | |
In 2024, I've experienced firsthand the evolving landscape of cold email outreach in B2B lead generation. Despite naysayers claiming its demise, I've discovered that success lies in strategic adaptation. In this video, I share my transformative journey from dismal call booking rates to an impressive 5% success rate. Through trial and error, I've uncovered key principles that redefine cold emailing: genuine personalization, compelling offers, and valuable giveaways. By implementing these strategies, I've revolutionized my approach, bypassing common pitfalls and achieving sustainable results. Whether you're navigating lead generation, optimizing email marketing tactics, or refining appointment setting strategies, join me as I unveil the secrets to scaling B2B client acquisition effectively.
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| Ep. 100 - Why you can’t grow your B2B consulting business | 19 Apr 2024 | 00:20:51 | |
In this eye-opening video, I expose the pitfalls of relying on outdated B2B lead generation tactics promoted by so-called marketing gurus. I reveal how many of these methods, such as networking, referrals, and public speaking, lack scalability, clear ROI, and depend on gatekeepers. Instead, Il advocate for a paradigm shift towards sales-centric approaches like cold emailing and paid ads, emphasizing scalability, clear input-output ratios, and outsourcability. Learn to discern between genuine client acquisition strategies and superficial marketing gimmicks with my insightful framework, ensuring your B2B consulting business thrives in the modern landscape. Don't miss out on unlocking the secrets to effective B2B lead generation and scaling your business successfully.
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| Ep. 99 - This keeps 90% of B2B Consultants from getting clients | 15 Apr 2024 | 00:31:41 | |
This episode exposes the flaws of relying on referrals, networking, and content marketing to land clients for your B2B consulting business. It unveils a 6-tiered framework for predictable client acquisition, with "Cold Email" being a game-changer. Here's the key takeaway: Stop relying on chance: Referred clients are unpredictable. Build a system to attract a steady stream of high-value clients. Focus on cold outreach: Master "cold email" to convert complete strangers into paying clients. This is scalable and founder-independent. Content marketing is a bonus: Content attracts leads but conversion is slow and unreliable. Use it alongside a proven client acquisition system. Paid ads are the ultimate scaler: Once you have a proven system, invest in paid advertising to exponentially increase client acquisition. This video will equip you with a clear roadmap to ditch the referral rollercoaster and take control of your B2B consulting growth. Watch Tony's video here: https://www.youtube.com/watch?v=QC_aHBHOBHE
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| Ep. 98 - The Fastest Way to Stop Depending on Referrals | 15 Apr 2024 | 00:21:38 | |
This video reveals a method to stop relying on referrals and scale your consulting business to $10,000+ monthly revenue. Forget cold emailing! Here's a B2B marketing strategy focused on YouTube content and targeted outreach.
Key Takeaways:
Ditch the Referral Trap: Build a system to consistently attract new clients, not wait for recommendations.
The Rule of 1: Focus on one ideal client and a single service package for maximum impact.
Craft an Irresistible Offer: Highlight your prospect's pain points and promise a clear solution.
Personalized Videos for Trust: Create short, impactful Loom videos to introduce yourself and your offer directly.
Funnel Lubricants: Develop YouTube content that addresses common objections and showcases your expertise.
Content Drip Campaign: Automate a series of these videos to educate potential clients between calls.
Start a YouTube Channel: Regularly produce high-quality content to establish yourself as a thought leader.
Stop Wasting Time:
Forget generic website efforts - prioritize outreach and content.
Focus on cold emailing, not LinkedIn limitations (reach 200 people daily vs. 50-100 weekly).
Action Steps:
Refine Your Offer: Craft a clear and valuable service package for your ideal client.
Create Personalized Videos: Use Loom to introduce yourself and your offer directly to prospects.
Develop Funnel Lubricants: Start a YouTube channel and create content that addresses common objections.
Implement a Drip Campaign: Automate your video content to nurture prospects between sales calls.
This system, combining personalized outreach with trust-building YouTube content, is your roadmap to reaching $10k+ per month!
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| Ep. 97 - 5 Reasons B2B Consultants shouldn't join $99/month Communities | 29 Mar 2024 | 00:22:32 | |
Stop depending on referrals (and grow to 30K+/month): www.alphaleadacademy.com Watch this next - how to reach out to everyone you know in a scalable way: Warm Outreach: https://youtu.be/3mkYCLy9bwo Dan Henry's Mastermind video I mentioned in the video: https://youtu.be/Lr-f-usGzM0?si=FfQQVclXSkVkU6rP Linkedin: www.linkedin.com/in/mbohanes/ Newsletter: https://www.alphaleadacademy.com/subscribe About this video: In this video, I discuss the limitations of joining B2B communities for early-stage consultants, coaches, and agency owners aiming to reach $10k/month. I argue that while communities offer social interaction and networking opportunities, they often distract from essential skill acquisition and client acquisition efforts. Instead, I advocate for a focused approach centered on refining client acquisition skills and implementing systematic outreach strategies. I emphasize the importance of individual effort and resilience in achieving business growth, discouraging reliance on communities for guidance. Through three outlined steps—ensuring fundamental business elements, conducting extensive outreach, and maintaining a consistent content presence—I propose a direct path to revenue increase, asserting that community involvement is unnecessary for success in the B2B consultancy landscape. | |||
| Ep. 96 - How much should it cost to win a B2B Consulting Client? | 24 Mar 2024 | 00:17:31 | |
B2B Consultants are so used to getting clients for free (because they come from referrals), the idea of actively spending time and money on winning clients is absurd to them. And yet, it's the only way forward if you want to build a seven figure business that can (at least partially) run without you. But how much should you be willing to spend (in terms of time/money) on getting a new client? That's what we'll discuss today. | |||
| Ep. 113 - How to go from $20-30k to $50-100k per month | 28 Dec 2024 | 00:28:45 | |
The main factors in my now routinely reaching $50k/month and our first $100k revenue month are:
* 1 offer, 1 avatar. Focus on one thing and get really good at it.
* Work hard AND smart - working smart means working with leverage - and to get leverage, you need cash. So hustle your way to a surplus and then invest
Have the right frames of mind: Go towards the pain, not away from it. What you want lies on the other side of a wall of pain.
Surround yourself with the right reference points. I keep listening to Alex Hormozi and Cole Gordon who say things like "getting to $100k / month is very basic" and "very small businesses... basically anything below $3m revenue". And accepting that right now you're in a lonely season of your life.
Here's the key takeaway: Reaching $50-100k/month has technical requirements (such a limiting the amount of things you sell) and the right mindset ingredients.
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| Ep. 95 - Why I don't care about my team's wellbeing | 15 Mar 2024 | 00:13:46 | |
Or let's say I don't care as much about it as I'm supposed to, according to most HR gurus out there. The main reason is: I don't want to attract and retain people who care about wellbeing, mental health and mindfulness provided by their employer. I want to attract people who want to develop skills, make money, and who pride themselves in doing a great job.
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| Ep. 94 - How YouTube can make you money as a B2B Consultant | 08 Mar 2024 | 00:37:05 | |
Having in depth YouTube videos massively helps you get more leads and convert existing leads easier and faster.
You won't become the next Mr Beast, but you also won't need to invest millions into every video. Here's how to take optimal advantage of YouTube as a B2B consultant. | |||
| Ep. 93 - How to Gradually Transition from Generalist to Specialist B2B Consultant | 01 Mar 2024 | 00:23:16 | |
I have never met a broad generalist B2B Consultant who has hit 7 figures. The path of getting to 7 or 8 figures if one of narrowing down (until you can go broad again at multi 8 figures). Processes and systems matter. You cannot scale a generalist consulting business.
But the transition can be scary. Saying no to revenue is hard when you're just getting by (which most B2B Consultants do - barely). But accepting every gig coming your way ensures you continue staying in the Generalist trap.
In this video I break down the 4 steps to break this vicious cycle and transition into a highly paid specialist within 6-18 months.
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| Ep. 92 - High Ticket or Low Ticket - Make your Choice | 23 Feb 2024 | 00:18:06 | |
High ticket services and low ticket products / communities have very different business dynamics. It's a mistake to try to sell both of them at the same time if you're not already at 7 figures with one of them.
Make a choice - sell high or low ticket, but not both.
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. | |||
| Ep. 91 - The first step after Referrals must be Sales | 16 Feb 2024 | 00:24:17 | |
B2B Consultants who depend on referrals must
a) understand the difference between Sales and Marketing and
b) start with Sales | |||
| Ep. 90 - The Only Strategy B2B Consultants Need | 09 Feb 2024 | 00:19:10 | |
B2B Consultants who want to get from no / low revenue to high six figures usually totally over-estimate the need for having a Strategy with a big S. In reality, all you need is to heed a few simple rules that keep you clear from big mistakes, have a goal, have a credible plan to reach that goal, and then execute. We're all too influenced by brilliant strategic moves of the business heroes of our time, and don't put enough emphasis on simplicity and execution. In this video, I walk you through a simple yet necessary process that will put your B2B consultancy on the right path.
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. | |||
| Ep. 89 - Why B2B Consultants Must Pick a Niche to Hit 6 - 7 Figures (and No: "SMEs" are not a niche) | 02 Feb 2024 | 01:03:03 | |
In this video, I show you why it's so important to have a niche as a B2B Consultant, why "SMEs" are not a niche, how to pick a niche and how to transition from generalist to niche specialist. It's a big one, strap in. Here's the Google Doc I walked you through https://docs.google.com/document/d/1SuRS_56dbPiTV07_bc8sXQXGqNwTz1KzJwIX5MB8GCI/edit Here's Dan Koe's argument against niching: https://www.youtube.com/watch?v=a6GdcCYxZUE And here's Jordan Peterson about Peter Pan: https://www.youtube.com/watch?v=Ll2gdKHXOYc My main points SMEs are not a niche (despite what most 5-figure consultants will tell you) Why niching is essential to make it to multiple 6 or even 7 figures How to transition from non-niched to niched without panicking The two main reasons for niching down Where people who favor personal brand building over niching are wrong... and where they are right. Demographic vs psychographic niches (and why this distinction matters) Your get-out-of-jail free card: You can still work with people outside your niche A full-scale 15 point checklist on picking the right niche When discriminating by sex or race ("we work with black female founders...") is a net negative for profits... and when it isn't. And tons more.
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| Ep. 88 - Why it’s so hard to work with B2B LeadGen agencies | 30 Jan 2024 | 00:25:25 | |
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| Ep. 87 - What Naval Ravikant taught me about growing a B2B Consulting Business | 26 Jan 2024 | 00:26:51 | |
In this episode, I show you how to stop depending on referrals in 2024 as a B2B consultant and rather grow your business through developing the product and brand. Of course, before you do that you still have to build good client acquisition systems and cold outreach or LinkedIn outreach approaches that get you more clients as a B2B consultant in 2024. After this video you'll know how to approach growing your consulting business in 2024.
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| Ep. 86 - Why Saying "I don't have time to build Client Acquisition Systems NOW" Is a Trap | 14 Jan 2024 | 00:16:45 | |
Saying "mañana mañana" to building client acquisition systems will cost you dearly. How much? I calculated it in this episode. But before we get there, we have to discuss: What does it look like to build client acquisition systems, what are the alternatives, and what is the one situation when you indeed shouldn't bother building them. But now it's your turn: Assuming you're making 100k/y now, and would grow 10% yoy if you didn't have client acquisition systems in place, and assuming that you'd grow 70%, 50%, 20%, 15% and then 10% every year once you've built client acquisition systems (conservative estimate)... how much money will you forego on a 10 year time horizon if you delay your building of client acquisition systems by a mere 3 months? Take a guess and then listen... :-)
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| Ep. 112 - The 3 Steps to Stop Depending on Referrals as a B2B Consultant | 26 Dec 2024 | 00:25:49 | |
Stop depending on referrals (and grow to 30K+/month): https://www.alphaleadacademy.com
Watch this next: Sales Before Marketing
https://youtu.be/d5Ri783ciME?si=tBZqd_8uzfY7ekRC
Linkedin: www.linkedin.com/in/mbohanes/
Newsletter: https://www.alphaleadacademy.com/subscribe
About this video:
Finding the right fit between your offer and the market is crucial for B2B consultants. To achieve this, I recommend focusing on three key steps: defining your unique selling proposition, building a strong outreach strategy, and effectively delegating and automating tasks.
Step 1 is Nail your offering
Step 2 is build outreach systems and content that acts as a funnel lubricant
Step 3 is to delegate and automate (but mostly delegate)
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. | |||
| Ep. 85 - I got 60 people to pay me $7500 each. Here’s how… | 08 Dec 2023 | 00:09:24 | |
In this episode we get into how I adjusted Alex Hormozi's Value Formula to help me sell our coaching product.
0:00 - Intro
0:21 - Value equation
0:58 - Dream outcome
2:36 - Perceived likelihood of achievement
3:49 - Lower part
6:12 - Versions of offers | |||
| Ep. 84 - How Long Does It Take To Build V1 of Client Acquisition Systems for B2B Service Providers? | 13 Oct 2023 | 00:20:11 | |
How long does it take to build a first version of effective Client Acquisition Systems assuming you've had a few clients already and want to move from referral and network based client acquisition to a more predictable system that books you calls with strangers and that you can sustain indefinitely at 2-5 hours weekly input from you, the CEO? My answer: 250 hours, if you have guidance and support. In this video, I break down this number and show what to pay attention to and which rabbit holes to avoid.
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| Ep. 83 - 9 Step-Checklist for a Kick-Butt LinkedIn Profile for Consultants & B2B Service Providers | 06 Oct 2023 | 00:48:20 | |
Your personal LinkedIn profile is your company's landing page. So it's worth optimizing it so that people know what you do and how you can help them
Contents:
1:25 Overview
2:10 Your profile is not your CV
4:35 Creator Mode - Yes or No?
7:45 Settings Check
10:00 Areas to optimize
10:05 1. Name
11:40 2. Profile Picture
17:59 3. Background Image / Banner
20:25 4. LinkedIn Headline
24:40 5. About Section
29:00 6. Featured Section
37:15 7. Company Section
39:00 8. Work History
40:05 9. Recommendations
44:27 Testing and consistent iteration
Great profile pic & background image combo Swipe File:
https://docs.google.com/presentation/d/13PvIHmar2BrXOTSD1CAxaR3oUf-jNNB2gwXP9Hdrre8/edit#slide=id.p
Great About Sections
https://docs.google.com/presentation/d/1m2T6PsgCVmm839ds5ZBqPAqKpWLjmqL95AJFbHlfbzk/edit#slide=id.gc0c71ca01b_0_0
Great Openers in the About Section
https://docs.google.com/presentation/d/1BfKpkTAlwRoPNQsHyetlwpR_zrzlrtw48uS4YEefGjg/edit
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| Ep. 82 - The complete guide to B2B Warm Outreach (leverage your Network to get your first Clients) | 29 Sep 2023 | 01:02:10 | |
Do this BEFORE you flood the world with Content and Cold Emails: 👉 Systematically leverage your existing network to find clients. 👈 Introducing: The Comprehensive Network Sweep. Alex Hormozi's $100m Leads book provides a great framework for warm outreach. BUT: It assumes a more B2C oriented offer, e.g. weight loss. And that's why it treats everyone in your network the same. The big difference in B2B is: There are VAST, predictable differences between people & their power of referral. For example, if your offer is directed at startups ...a good friend in a VC firm will have 100x the impact than 1,000 acquaintances working in big corporate combined. So we have to treat people differently 👉 Dedicate WAY more time to reach out to the high potentials 👉 Reach out to the low potentials at scale 👉 And ignore the unlikely ones. In this video, I ✅ break down the whole B2B Warm Outreach process into 9 discrete steps ✅ outline the criteria for placing people into different buckets ✅ provide text and email templates to use for outreach Following this process, you can systematically reach out to your existing network in 2-6 weeks. And this is not only for beginners - even if you've been in business for a while, you can remind your network what you do & harvest new clients. Oh, and in the episode I promised a link to a LinkedIn Profile Optimization video: Here it is: https://youtu.be/II-tYHKfQAU
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| Ep. 81 - The complete guide to working with marketing & leadgen agencies as a Small B2B Service Provider | 24 Sep 2023 | 00:28:04 | |
In this video, I break down
✅ WHEN B2B service providers can engage a marketing agency
✅ HOW to select one
✅ and HOW to work with them
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| Ep. 80 - The Path to $30k months as a B2B service provider | 15 Sep 2023 | 00:42:42 | |
Music: "Slide Tonight" by Gavin Knox-Grant: https://www.youtube.com/watch?v=ttNDD-SmFpA Watch this episode on YouTube for the visuals: https://youtu.be/7Kj5NJBuEfQ Follow me on 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 | |||
| Ep. 79 - 4 Reasons to Quit Consuming News & Politics as a Business Owner | 08 Sep 2023 | 00:16:52 | |
The news is distracting. It's negative. It will end up occupying a ton of your mental bandwidth when what you need is 100% focus on your business. It's an expensive hobby that is preventing you from reaching your goals.
As a recovering news and politics junkie, I've completely broken with the idea of consuming this stuff and had to rearrange my life accordingly. And it all came to a head when a family member recently gave me a 3-month newspaper subscription as a birthday gift. Here's what happened...
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| Ep. 78 - You don't need a Lead Magnet (as a B2B Consultant or Agency Owner) | 11 Aug 2023 | 00:09:50 | |
Everyone thinks they need a lead magnet for their B2B Consultancy or Agency. But do YOU? My argument is: If you're able to book calls with strangers, then don't do a lead magnet. Why would you double your intake funnel? Simple scales, complex fails.
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| Ep. 77 - Get Better at Managing and Forecasting your and your Company's Cash | 28 Jul 2023 | 00:12:59 | |
Cash is King. It's important that you know how much King you have and will have now and in the foreseeable future. I often encounter Solopreneurs and small B2B business owners who don't have a full grip on their finances - outflows and inflows, cash forecasts, how much money will there be 6 months from now etc. I have built a tool for that I wanted to share with you today. Endlessly creative as I am, I call it the Cash Forecast Tool. Using this tool, you will be able to flexibly insert upcoming expenses, account for new revenue coming in, and be able to reliably predict how much money will be in the bank 3,6,12 months from now. And you can use it for both your business, as well as for your personal finances. How to use it? 1. Go here: https://docs.google.com/spreadsheets/d/1602mjKmToYZijvHqbOWL7VGNVf5mj00SXtzN2tNRFyM/edit#gid=1460396484 2. Click File and Make a Copy And voilà, you have your own version. Then, watch the video so you know how to use it.
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| Ep. 76 - How to be more Self Disciplined - the Gradual Approach | 21 Jul 2023 | 00:21:08 | |
Even successful consultants who have grown their business into multiple 6 figures struggle with self discipline. I have put together 12 frameworks that helped me become gradually better at Self Discipline, to the point where I barely recognize my 5 year younger self. These frameworks are 1) Taking good care of yourself (without practicing "self-care") 2) Imagining your future millionaire self as your boss. What kind of performance review would (s)he give you? 3) Hormozi's Ignorance Tax 4) Externalizing the dark force 5) Sacrifice well - the story of Cain and Abel 6) Everything must rise at the same time 7) Not putting anything on a pedestal 8) Shift from output to input goals 9) Playing the infinite game 10) Removing temptations from your environment 11) Gamifying self discipline 12) Assuming ever greater responsibility
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| Ep. 111 - How to close more B2B Consulting deals using YouTube (Tactical guide) | 27 Oct 2024 | 00:10:21 | |
While YouTube might not seem like a traditional B2B marketing platform, it can be a valuable tool. Rather than focusing on high view counts, the key is to use YouTube to build trust and credibility with potential clients.
Key Strategies:
Targeted Content: Create videos that address specific pain points or questions your target audience has.
Custom-Made Videos: For prospects who book calls, send them tailored videos to showcase your expertise and address their concerns.
Email Drip Campaigns: Use YouTube videos as part of email drip campaigns to nurture leads and build trust over time.
Showcase Expertise: Demonstrate your knowledge and experience through in-depth content.
Address Misconceptions: Create videos that debunk common myths or misconceptions in your industry.
Provide Practical Guidance: Offer actionable advice or tutorials to help prospects.
By focusing on these strategies, you can use YouTube to effectively position yourself as a trusted expert and attract more clients.
Here's the key takeaway: Use YouTube videos as a trust-building funnel lubricant, not as a means to build a large audience as a B2B Consultant
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