Sales Conversations | Grow Strong Leaders

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Jason’s Resources

043: Find Your Fastest Path to Cash

by Adam Urbanski

Are you looking for a simple yet effective way to double or triple your revenue? My guest Adam Urbanski is known as the Millionaire Marketing Mentor for a reason. Over the past 20 years, he’s helped thousands of coaches, consultants and other service professionals achieve ambitious revenue goals in as little as 90 days. I’ve known Adam since 2006, and he’s the real deal. He knows how to help you monetize your unique genius, attract more ideal clients, and close high-value sales. I recommend you connect with him on Facebook to experience his magic first-hand.

You’ll discover:

A 3-pronged approach to go from idea to clients and money in the bank
How Adam uses his personal Facebook account to engage and acquire his ideal clients
The 6 criteria Adam uses for his Perfect Client Persona – and how to create yours
Why Adam says Marketing = Teaching
Questions you can ask in a sales conversation that help you determine if there’s a good fit

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Adam’s Website

The Marketing Mentors

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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Adam’s Website

AdamKawalec.com

037: How to Network to Get A Steady Stream of Introductions, Referrals and Sales

by Steven Crawford

Want to find out how to network so effectively that you regularly get introductions to your ideal clients? Come prepared to take notes as you listen to my interview with Steven Crawford, as he reveals many of the brilliant strategies he uses to land more clients. Steven is the Director of Sales and a senior consultant with McGee Productivity Solutions based in Denver, Colorado. He manages a team of 12 consultants who have responsibility for sales in addition to the delivery of their consulting services. You’ll love Steve’s approach to getting introductions, asking for referrals and building a powerful relationship in your initial conversation with a prospect.

You’ll discover:

How to replace a selling mindset with one focused on relationship-building
One question you can ask to open a conversation that’s guaranteed to engage the other person immediately
Two obstacles that can hold you back from making appointments…and how to get past them
Steve’s very effective process for requesting referrals, researching the referred person and then following up with both people
Innovative ways you can use LinkedIn to become known by your potential clients

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McGhee Productivity Solutions

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Website

036: Increase Your Sales with Honest and Effective Conversations

by Todd Holzman

Want to find out the two big mistakes that leaders and salespeople make in the area of communications? You’ll learn the answer in my interview with guest, Todd Holzman, CEO of Holzman & Company. Over the past 25 years, Todd has worked with 25,000 leaders and salespeople to help them improve the quality of their conversations. He’s discovered that, across all industries, countries and cultures, there are two errors that get people into trouble. Todd doesn’t leave you hanging about the solution. He shares a simple three-step process for structuring conversations that keep your potential clients engaged and build your credibility…and this process works equally well with friends and family. Todd and his 13-person global faculty consult to some of the world’s best companies in the Fortune 100 and Global 1000.

You’ll discover:

How taking a risk by telling a potential client the truth helped Todd land his first big contract
The importance of having conversations that uncover the real issues
Why it’s helpful to talk with potential clients as if they’ve already hired you
The kinds of questions you can ask to reflect an attitude that’s kind, gracious and shows empathy
How to make yourself confrontable so clients see that you’re comfortable in being wrong

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Connect with Todd

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Todd’s Website

Holzman & Company