Explore every episode of the podcast State Of Client Acquisition
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Ep 123. How to Get Unlimited B2B Leads for Basically Free | 28 Jan 2026 | 00:11:59 | |
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 122. The Brutal Truth About ‘Building in Public’ (Nobody Tells You This) | 26 Jan 2026 | 00:23:39 | |
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 on | |||
| Ep. 121 - Tough Love - Why it's foolish to hire commission-based leadgen vendors | 23 Nov 2025 | 00:23:22 | |
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. | |||
| Ep. 120 - Cold Email doesn’t work for THIS - Advice for Consultants & Agency Owners | 06 Oct 2025 | 00:08:31 | |
In this episode, I break down why cold email fails in certain B2B scenarios for consultants and agency owners, based on our $2M+ in outbound sales success. It's not just demand capture vs. generation—it's pain peaks (rare, fully solvable issues like patent valuations) versus pain plateaus (ongoing challenges like market expansion). I share how to diagnose your offer, skip cold outreach for peaks, and remodel it for prospecting wins, so you can build reliable funnels without relying on referrals.Here's the key takeaway: Analyze what you sell - if you sell relief to a pain peak, Cold Email won't work for you. It'll only work if you solve Pain Plateaus | |||
| Ep. 119 - 8 Pros and Cons of Attending Alex Hormozi's Scaling Workshop | 05 Oct 2025 | 00:28:43 | |
About this video: I attended Alex Hormozi’s Scaling Workshop in Las Vegas, gaining valuable insights into scaling my business, Alpha Lead Academy, by focusing on proven strategies like cold outreach and addressing key constraints. The event’s structured Value Acceleration Method and interactions with Alex’s credible team clarified my path to reaching seven figures, though the high cost and travel disruptions were notable downsides. Overall, I found the workshop humbling and inspiring, pushing me to prioritize action over overthinking and to refine our outreach system to achieve $1M in monthly revenue.Script for this video https://docs.google.com/document/d/13h_6h4ufmFAM_oKwp1LhOdhuMQJFqjW-jBnDoJcSB1Q/edit?usp=sharingTime stamps:0:00 - Introduction: Introducing the workshop, my business (Alpha Lead Academy), and the purpose of the video (context and caveats).0:59 - Basics of the Workshop: Overview, Cost, Event Structure and Frameworks: Explanation of the Value Acceleration Method, Theory of Constraints, and building a sellable business.My Biggest Takeaways: 2:55 - Do more of what works and do it better3:30 - If you're below $3m revenue, you're in "The Swamp"4:00 - Get to $1m revenue through one channel and one offer5:45 - Test more8:14 - Don't lead with ROI Guarantees9:15 - Stop solving & thinking about problems that are not in front of you10:28 - Action beats conceptual understanding any time12:25 - Be very jealous of your time14:00 - Unreasonable empathy & unreasonable optimism14:40 - Coaching businesses need a Hard Pivot to be sellable15:30 - People refer others for statusPros and Cons of attending the Acquisition.com Scaling Workshop17:00 - The Pros22:12 - The Cons27:20 - Wrapup - Should you attend? Here's the key takeaway: It's definitely worth going but it's not for the faint hearted. | |||
| Ep. 118 - Consulting deals not closing? It's not the leads, your offer or the economy. | 04 Jul 2025 | 00:04:06 | |
Discover why everything in sales is your fault in this video on B2B marketing and client acquisition. Learn from a real-life example where a prospect abused a free working session, highlighting key mistakes in the sales process and how to design a system to minimize risks while maximizing conversions. Watch now to refine your sales strategy and protect your business from sample abusers. | |||
| Ep. 117 - Full Guide on all Client Acquisition Methods for Consultants & Agency Owners | 03 Jul 2025 | 00:44:09 | |
In this video, I provide an overview of various B2B client acquisition systems, detailing their pros and cons to help consultants and agency owners choose the right method based on their business model, client behavior, and growth stage. I emphasize the effectiveness of outbound funnels, drawing from my experience generating over $1.5 million via cold email and DMs, while also objectively analyzing other tactics like content marketing, ads, PR, communities, events, and partnerships. I recommend starting with outreach for businesses under $20k/month, transitioning to content and ads as revenue grows, and tailoring strategies to specific business types and client acquisition maturity.Here's the key takeaway: Start with cold outreach, get to 7 figures, then invest into ads & contentThis 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. 116 - Stop making this mistake on B2B Sales Calls | 25 Apr 2025 | 00:20:59 | |
I share a critical mistake B2B consultants and agency owners make on sales calls that kills their close rate, and show you how to fix it by diagnosing the prospect’s problem and presenting a tailored solution, not just pitching your business. Drawing from my experience closing 20% of 1,000+ cold sales calls, I explain how to lead the conversation, build trust, and double your conversions by focusing on the client’s pain points and offering a clear roadmap to success. Check out my proven strategy to take control and build a high six-figure consulting business!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. 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. 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. 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. 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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| Ep. 110 - Don't worry about competitors (as a B2B Consultant) | 27 Oct 2024 | 00:17:03 | |
About this video: Especially early on in our business journey, we can get paralyzed by competitors who are much farther ahead. They are bigger, better, shinier and have far better branding, not to speak of the dozens or hundreds of testimonials that grace their online presence. In this video, I break down 12 reasons why you shouldn't worry about that and pluckily keep selling - because sooner rather than later, you will become one of them and other people will start looking up to you.
Just do it.
Here's the key takeaway: F*** your fear around being worse than your competitors. You (probably) are. But it doesn't matter.
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| Ep. 109 - The biggest mistake B2B Consultants make when they start | 24 Sep 2024 | 00:18:56 | |
About this video: Starting a new series of videos where I'm documenting my journey from multi-6 to 7+ figures.
Topics:
0 - 10:35: Biggest mistakes I made in the last 8 years of running my business
10:35 - 14:20: Useful Frames - "Never forget you're a Bohanes"
14:20 - 15:50: Sacrificing what doesn't serve you in the pursuit of your goal
15:50 - 18:00: The real reason why you shouldn't judge other people. (at least why I strive to eliminate it.)
18:00 - end: Focus - why I chose against running ads (for now)
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| Ep. 108 - 3 Sales & Marketing mistakes older B2B consultants make | 21 Sep 2024 | 00:06:02 | |
About this video: Experienced consultants often struggle to launch successful businesses due to three main factors:
1. Financial comfort: Having savings and a stable financial situation can hinder the necessary hustle and drive to acquire clients.
2. Ego: Fear of losing status and reputation prevents many from actively seeking business through networking and cold outreach.
3. Feeling that some tasks are beneath them: Overvaluing their expertise, experienced consultants often avoid hands-on work like sales and marketing, hindering business growth.
To overcome these challenges, consultants need to develop a strong sense of urgency, adopt a growth mindset, and be willing to perform any task necessary for business success.
Here's the key takeaway: Don't allow complacency to enter a state of consulting Limbo.
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| Ep. 107 - Avoid this mistake in outbound and get B2B Consulting clients | 18 Sep 2024 | 00:15:24 | |
Conversational prospecting on LinkedIn is the first step. Engage in genuine conversations with your target clients and learn about the challenges they face. This will help you develop a strong sales pitch and messaging that resonates with your ideal customer.
Once you've mastered conversational prospecting, you can progress to the next level of outbound sales: video-based prospecting using tools like Loom. Personalized loom videos can achieve significantly higher call booking rates than cold emails.
The final stage of outbound sales is automation. You can use tools like Instantly and Clay to personalize cold emails. However, this should only be used after a B2B consultant has perfected their sales pitch and messaging through conversational prospecting and video-based prospecting.
Here's the key takeaway: Don't start with automated cold email when you're building B2B Client acquisition systems. Do the unscalable thing first, you'll learn more.
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| Ep. 106 - The big Mindset Error that keeps B2B Consultants from growing | 09 Aug 2024 | 00:08:33 | |
I'm not going to go all woo woo on you and ask you have an abundance mindset.
But there is a mindset problem MANY B2B consultants have, and that is not treating Sales and Marketing with a certain level of respect and not aiming to become better at it. Your business stands on two legs: Your skills to deliver value to clients, and your ability to get clients. And the latter part requires skills. Just trying a cold email campaign once and calling it quits if it doesn't work is not the right path. You have to work on it.
Here's the key takeaway: Take Sales and Marketing a bit more seriously. You don't have to become the best in the world at it, but accept that you cannot outsource it and take on the burden to learn it.
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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. 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. 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. 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. 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. 75 - How to leverage LinkedIn DMs for Cold Email at Scale | 14 Jul 2023 | 00:10:34 | |
Conversational prospecting (hitting up prospects over LinkedIn DMs) and Cold Email have a symbiotic relationship. In this video, we cover the downsides of Conversational prospecting and its limitations, and how you can use it to generate new angles for cold email.
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| Ep. 74 - What to do when your Consulting Client doesn't want to follow your advice | 07 Jul 2023 | 00:12:10 | |
We'd like to think that clients take us on to follow our advice. But sometimes, they won't. Here's how you can react to it so that a) they aren't put off b) no one ends up resenting anyone c) you keep them as a client.
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