EPISODE · May 4, 2026 · 22 MIN
Why Brilliant Coaches Struggle to Get Clients Beyond Their Network (And What to Do About It) | Ep 49
from Change Champions · host Riley McGhee and Pedram Parasmand
Pricing and Designing Offers that sell themselves: https://youtu.be/ABLCmXKdLLEJoin newsletter for stories, tips, and resources:http://leverageaccelerator.co/Create more sales opportunities: Join Network & Sell:http://networkandsell.com/For years I taught other businesses how to understand their customers. Meanwhile, I had no idea how to make what I did relevant to people outside my existing network. I'd built a six-figure business. But almost every penny came from people who already knew me. The moment I tried to reach beyond that, nothing connected. It cost me the right projects, my confidence, and my peace of mind.The answer was sitting on my bookshelf the whole time.In this video, I walk you through the inside-out trap most coaches, consultants, and facilitators fall into, introduce the Transformation Spectrum as a way to map client pains and gains with far more precision, and share the Big Five Framework — a tool I developed to help you design offers from the outside in, so your ideal clients recognise your offer is for them before you've described a single thing you do.Here's what we cover:- Why leading with credentials and methodology works only with people who already know you- How the Transformation Spectrum maps the full range of pains and gains- The Big Five: Avatar, Problem, Pain, Outcome, and Aspiration- Why skipping the avatar makes the whole model fall apart- How I applied this to finally build positioning that resonates beyond my networkChapters:00:00 The Irony — Teaching Others What I Wasn't Doing Myself00:50 What the Inside-Out Approach Looks Like (and Why It Fails)02:20 Why Inside-Out Works With People Who Know You04:50 Why It Fails With Strangers — and What to Do Instead06:40 The Book That Changed How Ped Designs Offers07:50 Customer Segments: Jobs, Pains, and Gains09:10 Shifting from Inside-Out to Outside-In Thinking09:50 Introducing the Transformation Spectrum13:30 The Big Five Framework Explained14:20 Avatar: The Foundation of the Big Five15:30 Problem and Pain: Identifying What's Most Urgent15:40 Gains, Outcomes, and Aspiration17:10 The Most Common Traps When Using the Big Five18:40 Applying the Big Five to Ped's Own Business20:40 Top Tip: Don't Make It Up — Go and Ask
What this episode covers
Pricing and Designing Offers that sell themselves: https://youtu.be/ABLCmXKdLLEJoin newsletter for stories, tips, and resources:http://leverageaccelerator.co/Create more sales opportunities: Join Network & Sell:http://networkandsell.com/For years I taught other businesses how to understand their customers. Meanwhile, I had no idea how to make what I did relevant to people outside my existing network. I'd built a six-figure business. But almost every penny came from people who already knew me. The moment I tried to reach beyond that, nothing connected. It cost me the right projects, my confidence, and my peace of mind.The answer was sitting on my bookshelf the whole time.In this video, I walk you through the inside-out trap most coaches, consultants, and facilitators fall into, introduce the Transformation Spectrum as a way to map client pains and gains with far more precision, and share the Big Five Framework — a tool I developed to help you design offers from the outside in, so your ideal clients recognise your offer is for them before you've described a single thing you do.Here's what we cover:- Why leading with credentials and methodology works only with people who already know you- How the Transformation Spectrum maps the full range of pains and gains- The Big Five: Avatar, Problem, Pain, Outcome, and Aspiration- Why skipping the avatar makes the whole model fall apart- How I applied this to finally build positioning that resonates beyond my networkChapters:00:00 The Irony — Teaching Others What I Wasn't Doing Myself00:50 What the Inside-Out Approach Looks Like (and Why It Fails)02:20 Why Inside-Out Works With People Who Know You04:50 Why It Fails With Strangers — and What to Do Instead06:40 The Book That Changed How Ped Designs Offers07:50 Customer Segments: Jobs, Pains, and Gains09:10 Shifting from Inside-Out to Outside-In Thinking09:50 Introducing the Transformation Spectrum13:30 The Big Five Framework Explained14:20 Avatar: The Foundation of the Big Five15:30 Problem and Pain: Identifying What's Most Urgent15:40 Gains, Outcomes, and Aspiration17:10 The Most Common Traps When Using the Big Five18:40 Applying the Big Five to Ped's Own Business20:40 Top Tip: Don't Make It Up — Go and Ask
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Why Brilliant Coaches Struggle to Get Clients Beyond Their Network (And What to Do About It) | Ep 49
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