073: Be of Service to People Already in Your Network

073: Be of Service to People Already in Your Network

Want to know what service-oriented marketing and sales look like? My guest Robert Grabel explains his approach, which makes it easy for him to acquire new clients. You’re sure to get ideas you can apply to your own business development efforts! Robert created his firm Nonprofit Now! to provide organizations and their leaders with the support they need to change the world. Nonprofit Now! offers leaders customized services that nonprofits need to grow and thrive, such as Executive Coaching, Board Development, and Fundraising. In late 2020 Robert will release his first book, Just Do the Work: The Portable Nonprofit Coach.   

You’ll discover:

  • How Robert transitioned from cold-calling as a financial advisor to reaching out to people who already know, like and trust him
  • The email message that gets results for Robert when he invites his connections to have a conversation
  • Why Robert has 3-4 conversations instead of just 1 with a prospective client
  • The distinction Robert makes between consulting and coaching

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Connect with Robert

    

Connect with Your Team

Mastering the Top 10 Communication Skills

Strong for Performance

Create a Coaching Culture with Learning & Development Programs That Stick

042: The 5 Disciplines for Adding Zeros to Your Revenue and Profits

042: The 5 Disciplines for Adding Zeros to Your Revenue and Profits

042: The 5 Disciplines for Adding Zeros to Your Revenue and Profits

by Brad Sugars

If you’re a business owner who wants to expand your business dramatically, this episode is for you. My guest Brad Sugars is the founder and Chairman of ActionCoach, the #1 global business coaching franchise that he’s grown to 1,000 coaches in more than 80 countries. He’s also the author of 17 books, including the one we discussed in this episode: Pulling Profits Out of a Hat: Adding Zeros to Your Company Isn’t Magic. Brad Sugars reveals the most important disciplines you must follow if you’d like your business to experience exponential growth.

You’ll discover:

  • Common mistakes that entrepreneurs make…and what to do differently
  • The 5 disciplines every business owner needs to pay attention to continuously
  • How to create a mission statement that employees remember and live by
  • How to leverage and scale your business without sacrificing your life
  • Ideas that you can use yourself and share with clients

Watch the episode:

 

Connect with Brad

        

041: Serve Clients So Powerfully That They Can’t Shut Up about You

041: Serve Clients So Powerfully That They Can’t Shut Up about You

041: Serve Clients So Powerfully That They Can’t Shut Up about You

by Adam Kawalec

What if there were a simpler, easier way to acquire new clients? My guest Adam Kawalec is a Life and Leadership Coach whose approach results in 83% of his potential clients saying YES. These days, he invests no money in marketing his services. Instead, he asks for and receives referrals on a continuous basis due to the transformation his clients experience in their work with him. Adam is based in Sweden and coaches clients virtually around the globe. You’ll be inspired by Adam’s passion for his work and commitment to his clients’ success, and you’ll hear specific ideas for expanding your own business.

You’ll discover:

  • Adam’s alternative to traditional marketing approaches
  • What Adam does in his initial conversation with potential clients to cause them to want to work with him
  • An approach to asking for referrals that really works and doesn’t feel sleazy
  • The world’s simplest coaching model in just 3 steps
  • The role of curiosity, questions and genuine caring to connect on a deep level with a client

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Connect with Adam

      

018: Acquire More Clients by Living Service

018: Acquire More Clients by Living Service

018: Acquire More Clients by Living Service

by Melissa Ford

Are you ready to shift from struggling coach to thriving professional? My guest Melissa Ford has walked that path herself. In her new book, Living Service: The Journey of a Prosperous Coach, Melissa describes the uneven steps she took on her way to establish a truly successful coaching practice. She shares the beliefs that held her back and how she broke through them to create more clients than she’d ever dreamed possible. Today, in addition to her own clients, Melissa works with other coaches to help them build a prosperous business.

You’ll discover:

  • How coaches can apply H.O.W. (Honest, Open and Willing) to themselves and to their work with clients
  • One sentence that can transform an argument into a profound listening and learning experience
  • The three stages of learning for a coach and how to avoid getting stuck in the first two
  • Why it’s important for coaches to have their own coach
  • Questions you can ask yourself to evaluate and revise your current client acquisition system

Watch the episode:

 

Connect with Melissa

    

011: The Tale of Two Cultures

011: The Tale of Two Cultures

What can go wrong if the leadership of a company changes and the new executives focus exclusively on the bottom line? My guest Mark Hinderliter, Ph.D., lived through this experience with two different companies. He came to understand the factors that can plummet a once-thriving company into one that struggles or goes out of business. As an external coach and consultant today, he describes the approach he takes to identify whether or not a prospective client is focused on these elements.

You’ll discover:

  • The two superpowers in any business that become their greatest liability if misused
  • Clues you can look for in determining if a client will be a good fit for you…or not
  • One skill that helps you create credibility in the first conversation and uncover ways you can be of service to a client
  • Questions to ask in your initial conversation with a prospective client
  • The weekly habit you can adopt on LinkedIn to build connections and followers

Watch the episode:

 

Connect with Mark