All episodes
110. How to value the work you do
109. The benefits of writing and publishing daily
108. What to do when a client needs results ASAP
107. How to help your clients hire a marketing manager
106. How to know when to drop your prices (or not)
105. How to change your prices with current clients
104. How to keep an active waiting list when you are fully booked
103. How to sell your system—not your process
102. How to duplicate your best clients
101. The "Coinsorter" list of products and services
100. Only do it if you're willing to do it 100 times
99. Managing scope, red flags, and handling difficult client situations
98. How to take a one month vacation when you have a roster of monthly retainer clients
97. How to price your productized consulting services based on value
96. Should you sell upfront stategy, audit, and roadmapping or start with an advisory retainer?
95. Why you want to focus on systems and processes—not just tactics and strategies
94. Applying the 80/20 principal to your consulting work
93. Why you need to design your business for success
92. How to create proposals people WANT to buy
91. Why you should make your home office look like a movie set
90. How to design a high-end productized service offering
89. How to build a marketing platform you actually own
88. How to use the sales process to create your productized services
87. Why you should stick to a strict publishing schedule
86. Why you should make your services about your clients—not about you
85. The 8 signs it's time to fire a client
84. Should you do project management for your advisory clients?
83. What to do when your advisory clients can’t (or don’t) implement your advice
82. Why you should price in accordance with the pain potential
81. Why sharing your backstory matters
80. How to make your products or service more compelling
79. How to come up with interesting topics for your content marketing
78. The right way to wrap up your client engagements
77. The value of publishing consistently
76. Own the entire problem
75. How to—and why you should—tightly narrow your positioning
74. How to attract more leads to your consultancy
73. How to use done-with-you offerings to create efficiency and leverage around your expertise
72. Should you price your consulting services on the high, middle, or low end of the spectrum?
71. Selling membership, group coaching, and low-ticket 1:1 coaching
70. An inside look at my business strategy, marketing strategy, and marketing plan
69. Why your job is as much about de-risking as it is about growth
68. Words of encouragement for you on my birthday
67. Should you let prospects speak to past clients as a reference?
66. Why you should publish your consulting prices on your website
65. Downgrades, low-ticket advisory, and nuanced levers of value
64. What is the difference between advisory and consulting services
63. Why I turned down an affiliate partnership with Active Campaign
62. How to create case studies that attract more business
61. Jonathan Stark's advice on selling your expertise—not your hands—for the first time
60. How to salvage a case study after a client engagement—without all the data [Consulting]
59. How to talk strategy when your clients want to talk tactics [Consulting]
58. [Subscriptions] How to know what content to share in free vs. a paid subscription
57. How to start a membership before your content is created
56. How to choose the right niche and take the first steps [Coaching Call]
55. Should you do hourly advisory work?
54. How to handle client confidentiality
53. What is the difference between group coaching and this Patreon model?
52. How to create a low-tier consulting offer that works for everybody
51. Why you should benchmark your KPIs at the start of each engagement
50. The value of note-taking in client engagements (and how I do it)
49. How to get paid in advance for your work
48. The benefits of transparent pricing for your consulting services
47. How to establish a budget for price-sensitive clients
46. Should you decrease your price after the initial term if the bulk of the work and value is delivered?
45. How to handle prospects who want to negotiate
44. The two main things I look for when auditing a client website
43. How to get clients from around the world by specializing
42. Q&A Call Recording - September 2020
41. Nine membership platform options to consider building your community on
40. How to help your clients get into the membership model
39. How to prove ROI with your marketing
38. How to onboard clients (and why it's so important)
37. How to differentiate and create engagement for your membership program
36. How I started a membership program for my consultancy
35. How to know if a specific niche can sustain your business
34. How do you know if your prices are too high or low?
33. How to use testimonials in your marketing
32. Why you need to slow your clients down
31. Study a day in the life of your clients' best customers
30. Know your clients' customers better than they do
28. The #1 thing to focus on during (and after) the sales process
25. T-shaped expertise: why you don't need to be an expert at everything
24. Advise your clients like you would your family
23. How writers fit into a greater marketing strategy
22. How to handle out-of-scope implementation work
20. Member question on choosing a niche
19. Specialization, systemization, and productization
18. How to get started as an independent freelancer or consultant
Should you do outreach to get clients?
16. The difference between subscription, membership, and group coaching business models
14. What a sushi chef taught me about premium positioning
10. How it feels to buy trustworthy advice (part 3)
9. Two ways to transition from selling implementation to selling advice
8. How it feels to buy trustworthy advice (part 2)
7. How to sell on value and avoid commoditization
6. How it feels to buy trustworthy advice
4.2 Why going two levels deep is the counter-intuitive secret to marketing
5. Here's how to land any kind of client you want
4. "Fiduciary" vs. "suitability" advice (and which kind clients really want)