Solo Professionals: Acquire Your Ideal Clients

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Brian Shea on the Four Paths to a Simpler and More Successful Business

Brian Shea helps solopreneurs and small professional services firms to put sales and marketing systems in place and efficiently acquire more clients. I’m pleased to have him join us on the podcast today to discuss his approach to building a simpler and more successful business.

Brian founded his firm, Shea Consulting, in 2012. His specialty is assisting clients with CRM and marketing automation to eliminate manual, repetitive tasks and amplify their sales and marketing results.

In today’s content-rich interview, Brian shares tips from his free ebook: The Time to Grow: Four Paths to Simplifying & Growing Your Business. His goal? To help you save time, reduce stress, and increase your revenue. Scroll down to the Podcast Player and listen now!

(Rather read than listen? Here’s a link to the edited transcript.)

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Move Your Clients to Make Fast, Favorable Decisions: Powerful Sales Tips From Andy Paul

My special guest on the podcast today is bestselling author and top sales trainer, Andy Paul. Andy is passionate about helping sales teams and solo entrepreneurs to land more of the customers they want most.

Over the past few years, Andy has written two bestselling books on selling — Zero-Time Selling: 10 Essential Steps To Accelerate Every Company’s Sales; and Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions (the topic of today’s interview). In his powerful sales books, Andy delivers insights derived from research in diverse fields such as decision theory, psychology, sociology and sales, and decades of hands-on selling experience, providing self-employed professionals like us with proven strategies to dramatically accelerate our sales.

Andy and I cover a number of important topics in the course of this interview, including:

  • Using social media to do research and connect with your ideal customers
  • Why B2B sales is a creative process, and why context always matters
  • How to approach selling from the perspective of creating value
  • Storytelling and helping customers to take a “mental test drive”
  • Three approaches that help us convert prospects into customers

Helping customers to make the right purchase decisions faster is the defining sales challenge for any entrepreneur. The advice that Andy delivers on the podcast today is extremely valuable – you’ll take away tips that you can put to immediate use in your selling. Scroll down to the Podcast Player and listen now!

(Rather read than listen? Here’s a link to the edited transcript.)

Podcast Player:

Play

Free Agent — Katy Tynan Shares Her Roadmap to Successful Self-Employment

My guest on the podcast today, Katy Tynan, is an accomplished author, speaker and consultant. As the world of self-employment changes, Katy is committed helping independent professionals like us to adapt to this evolving landscape and thrive long-term. Today we’ll be discussing Katy’s exciting new book, Free Agent: The Independent Professional’s Roadmap to Self-Employment Success. […]

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The Truth About Social Media Marketing: An Interview with Mark Schaefer

My guest on the podcast, Mark Schaefer, is among the world’s most recognized social media authorities. He has been a keynote speaker at major conferences such as SXSW, Social Media Week London, the National Economic Development Association, Word of Mouth Marketing Conference Tokyo, and National Association of State CIOs. Mark has also lectured at Oxford […]

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Jana Sedivy on How to Boost Your Marketing Results with Simple Market Research

Contrary to popular belief, market research for solo entrepreneurs can be a simple process. Done correctly, basic research can help you unearth powerful new insights, create the kind of value that your ideal clients crave most, and market your services more effectively. My special guest on the podcast today is Jana Sedivy. Jana is the Founder and Principal […]

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Take Back Your Time and Master Your Business: Azi Rosenblum on Strategic Outsourcing

Are you a solo professional like me? If so, then you’re going to encounter (if you haven’t already) a supply and demand issue that can slow or even stop your revenue growth. Simply put, you’re only one person and you just can’t do it all by yourself. Fortunately, my guest on the podcast, Azi Rosenblum, […]

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Steve Woodruff on How to Create a Business Value Mission and Attract Your Ideal Clients

Most of the successful solo entrepreneurs I know bring a sense of higher purpose to their work. They’re not just earning a living — they’re on a mission to improve their clients’ business life and make the world a little better. Of course, learning how to create and communicate a business value mission that attracts your […]

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Solo Professionals: Tap the Business Building Power of Innovation with Brainzooming™

Have you ever asked yourself – how can I set my small business apart from the competition in an innovative way that my clients will value? That’s an important question that we all need to answer as solo entrepreneurs if we want to succeed long-term. Mike Brown is my guest on the podcast today, and […]

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Get Social Sales Results with LinkedIn Groups: Paul Castain Shares His Secrets

If I ranked my guests based on their sales expertise and their enthusiasm for sharing great sales lessons, then Paul Castain might be at the top of the list. Paul clearly loves teaching, and today he’s here to teach you how to target and win more of your ideal clients using LinkedIn Groups. Prior to launching […]

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Mastering Ethical Persuasion: Peter McLaughlin on NLP and Sales for Solopreneurs

My guest on the podcast today, Peter McLaughlin, is a salesman at heart. In his 25-year career he’s run the gamut, from serving as Sales and Marketing Director for a Wall Street publisher, to selling to the C-suite in the technology and healthcare sector, to his current role as a business-to-business sales trainer, speaker, coach […]

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