Magnetic Consultant: Client Winning Sales, Marketing & Productivity Tips For Ambitious Consultants

Chasing after prospects saps your energy, drains your confidence, wastes your time, and will likely scare them away. So why do we do it? Because we don't know what else to do. In today's episode Andrew and Kenny give you a different way to handle prospect follow-ups that keeps you in control and draws the right prospects to you even more powerfully. In this episode: Why following up with prospects after the initial sales meeting is such a terrible idea How to use the "Anti-Followup" to save your sanity and win new clients 3 magical tactics to use in an email to get prospects to agree with you, to take direction from you, and to come away wanting more Resources: Calendly - The best 3rd party scheduling system in existence The post Episode 28 – How to Follow Up with Prospects WITHOUT Chasing Them appeared first on Magnetic Consultant.

Andrew and Kenny interview special guest Peter Sandeen, a highly sought after publisher and consultant who helps business owners craft effective value propositions and increase their customer conversion rates. This is part 2 of the 2-part interview. See part 1 here. Watch the accompanying video of this episode below:   In this episode: Top tips for optimizing your sales flow and website for conversions Putting Peter's insights regarding value proposition and conversion rate optimization to the test by critiquing Kenny's new business website live Part 1 contains the majority of the interview with Peter, and you'll want to listen to that first. Find it here. SPECIAL OFFER for our listeners: Download Peter's quick 5-step system for identifying your best value proposition: http://www.petersandeen.com/value Download Episode 27 PDF Transcript The post Episode 27 – Interview with Peter Sandeen (part 2 of 2) appeared first on Magnetic Consultant.

Andrew and Kenny interview special guest Peter Sandeen, a highly sought after publisher and consultant who helps business owners craft effective value propositions and increase their customer conversion rates. This is part 1 of the 2-part interview. See part 2 here. In this episode: How to think about Value Propositions the right way Where most businesses go wrong with their VP Peter's step by step process for crafting a powerful VP In part 2 we completed the interview, and then Peter tore apart Kenny's new website, critiquing it for a clear value proposition and conversion effectiveness. See it here. SPECIAL OFFER for our listeners: Download Peter's quick 5-step system for identifying your best value proposition: http://www.petersandeen.com/value Download Episode 26 PDF Transcript The post Episode 26 – Interview with Peter Sandeen (part 1 of 2) appeared first on Magnetic Consultant.

OVERWHELMED visitors = CONFUSED visitors = LOST visitors. So why are you still overwhelming your website visitors with a "filing cabinet website" that only distracts them from the important information they need to know and the next steps you want them to take? Andrew and Kenny explore the serious business dangers of online overwhelm - and provide hands-on guidance for eliminating it. In this episode: Why our attention-deficit society requires simplicity to break through the noise The 3 steps to creating a clear, clutter-free website that engages your ideal prospects Kenny's personal case study of de-overwhelming his business website Resources: Read Andrew's complete blog post on this topic: "How to Not Overwhelm (and Lose) Your Website Visitors" The new Invision platform for collaborative design A Beautiful Experiment: Adults drop their wallets next to kids to see what they will do. Download Episode 25 PDF Transcript The post Episode 25 – How to NOT Lose Your Website Visitors appeared first on Magnetic Consultant.

Put most simply, finding your WHY means knowing what you desire. And you must have desire in order to achieve ANYTHING in life. Kenny and Andrew step you through the absolute necessity of having a strong WHY (for your life as well as for your business) and how to find yours. In this episode: Why your business will fail without a strong WHY How all action, and all marketing, flows from a strong WHY Proven ways to discover and crystallize your WHY Resources: Life in Half a Second by Matthew Michalewicz Download Episode 24 PDF Transcript The post Episode 24 – Finding Your WHY appeared first on Magnetic Consultant.

A successful consulting practice MUST have a clear Value Proposition. It forms the foundation of ALL your marketing efforts. A strong VP makes your ideal clients believe that your product or service is the absolute best they can find. Andrew and Kenny give you all the steps you need to create a powerful one for your business. In this episode: The difference between a Value Proposition and a Unique Selling Proposition Why your business can't thrive without a strong VP How to create a powerful VP, step by step Resources: LinkedIn connection tool: Autopilot for LinkedIn This week's inspiration: The Last Webinar (Mike Seddon) Download Episode 23 PDF Transcript The post Episode 23 – How to Craft a Powerful Value Proposition appeared first on Magnetic Consultant.

Reap the rewards of being a good public speaker (greatness is not required!). Not only can you win clients at speaking events, but you can win clients simply because you communicate with greater clarity and confidence. Andrew and Kenny share personal stories of their own public speaking paths along with their best tips for improving your very next talk. In this episode: How public speaking can transform a consulting business How becoming better at public speaking makes you better at all speaking How to overcome the fear Simple tips for highly effective presentations Resources: Crystal Knows: MagneticConsultant.com/Crystal Epic Beat: MagneticConsultant.com/Epic Download Episode 22 PDF Transcript The post Episode 22 – The Power of Public Speaking appeared first on Magnetic Consultant.

You might have a fantastic sales funnel. You've built your website authority, you're attracting great prospects, and you're getting them to contact you. But that's all for naught if you can't close the deal. Andrew and Kenny share how to write a business proposal that always gets a "Yes!" In this episode: The right way and the wrong way to think about proposals How to get to "Yes" before you even write the proposal How to structure a proposal for smooth acceptance How to save a ton of time with standard templates and standard offerings Download Episode 21 PDF Transcript The post Episode 21 – How To Write a Business Proposal That Secures The Deal appeared first on Magnetic Consultant.

There's a reason that nearly all successful consultants blog. Blogging increases your authority, increases your reach, and builds a "new client flywheel" that gains more and more momentum over time. In this episode Kenny and Andrew demonstrate the value of blogging and give you the essential tips for getting started and maximizing your blog's value. In this episode: How Andrew gets 84% of his website visitors and 75% of his new prospects through his blog What really matters for blog frequency and topic selection Tips for optimizing your blog posts "The Happy Secret to Better Work" Download Episode 20 PDF Transcript The post Episode 20 – Blogging: ‘The New Client Flywheel’ appeared first on Magnetic Consultant.

You can't do it all yourself. Getting good help is necessary if you want to grow your consulting practice. This week, Andrew and Kenny share the ins and outs of effective hiring. In this episode: Why you must hire help if you want to grow and charge higher fees The mechanics (and pitfalls) of hiring help online How a little kindness can create loyal, long-lasting contractors How things change when you need to hire expensive help for high-value tasks Download Episode 19 PDF Transcript The post Episode 19 – Hiring the Right Help appeared first on Magnetic Consultant.

Kenny and Andrew interview special guest and email marketing expert Ian Brodie. Ian, author of the #1 Amazon bestselling book, Email Persuasion, teaches business owners and professionals how to captivate and engage their audience, build authority and generate more sales with email marketing. In this episode: Why you should prioritize email marketing The basics for getting started and gaining traction without becoming overwhelmed How to find the right balance between nurturing good will and selling yourself Advanced email marketing techniques to grow your business even faster Download Episode 18 PDF Transcript The post Episode 18 – Interview with Ian Brodie appeared first on Magnetic Consultant.

Andrew and Kenny interview special guest and automated online income expert Daryl Urbanski. Daryl is best known for his ability to create seven-figure, automated income streams from scratch, and in this interview he shares his best, freshest insights for consultants. In this episode: Why all consultants should focus on automating their lead generation How to charge $500/hour consulting fees What is "Direct response database automation marketing", and how it can dramatically increase online lead gen and sales for consultants Time management best practices that let you focus on your business Download Episode 17 PDF Transcript The post Episode 17 – Interview with Daryl Urbanski appeared first on Magnetic Consultant.

The guys share their favorite ways to get the most bang from your buck, especially if you don't yet have many bucks to spare. In this episode: Why all consultants need to watch their bottom line Survey of free and inexpensive marketing tools that your competitors are using and you should be, too High-value, low-cost tools for website building, lead generation and lead nurturing Tip of the week: How to completely bypass those 3% payment processing fees when clients pay you online Download Episode 16 PDF Transcript The post Episode 16 – Succeeding on a Tight Budget appeared first on Magnetic Consultant.

Andrew and Kenny interview special guest and referral marketing expert Steve Gordon, author of "Unstoppable Referrals" and publisher of "The Unstoppable CEO". In this episode: Why referrals are still the #1 way for most consultants to get clients Where most consultants go wrong when asking for referrals How to make it easy and rewarding for clients and colleagues to refer you How to create an effective "referral kit" Step-by-step approach to go from zero referrals to a nonstop referral engine SPECIAL OFFER for our listeners: Get a free copy of Steve's book, "Unstoppable Referrals", at http://unstoppableceo.net/magneticconsultant Download Episode 15 PDF Transcript The post Episode 15 – Interview with Steve Gordon appeared first on Magnetic Consultant.

Kenny and Andrew share their favorite time-saving tools for both marketing automation and productivity automation. Spend just 40 minutes listening carefully to this episode, and save at least 4 hours of your precious time this week in return! In this episode: Why consultants are doomed to fail online if they won't automate The best marketing automation tools for website creation, inbound lead generation and lead nurturing Essential tools for automating online content consumption, social media content generation, and business process notifications How smart automation even frees you from existential clutter Question of the week: "Can I be automatically notified when my website crashes?" Tip of the week: How to boost productivity with an accountability partner Download Episode 14 PDF Transcript The post Episode 14 – Time-Saving Automation Tools appeared first on Magnetic Consultant.

Kenny and Andrew explain why your marketing can't succeed if you don't measure it, and the sensible way to do so. In this episode: Why you must measure and compare results from your marketing channels How to measure results that allow smart decision making How to avoid measurement traps and rabbit holes How to get started measuring quickly and easily Question of the week: "Is it ethical to pay for referrals? Tip of the week: A landmark book for optimizing your marketing Extras Google AdWords Content Experiments -- Easily run webpage conversion experiments A/B Split Test Calculator -- Easily see when an experiment has reached mathematical significance URL builder -- Easily add source-tracking parameters to links "80/20 Sales and Marketing" by Perry Marshall -- Make your time and money work much more effectively for your business Download Episode 13 PDF Transcript The post Episode 13 – Measuring Results appeared first on Magnetic Consultant.

Andrew and Kenny debate strategies and tactics for finding your best consulting prospects -- both online and offline. In this episode: Why Andrew's favorite place to find prospects is online Best tools available for researching and finding prospects online How Kenny experienced enormous success with a strategic alliance How to find and form strategic alliances Question of the week: "Is AdWords best for my business? Tip of the week: How to spy on your competitors' lead sources Extras Google AdWords KeyWord Planner -- Explore online prospect volume (sign up for a free account if you don't have one) SimilarWeb -- See where your competitors are getting traffic "Forget Setting Marketing Goals. Focus on This Instead." StickK.com -- Stick to your goals "Work the System" by Sam Carpenter -- Create effective business processes Download Episode 12 PDF Transcript The post Episode 12 – Where to Find Your Best Prospects appeared first on Magnetic Consultant.

Kenny and Andrew demystify the most critical part of winning prospects -- getting them to take action with you. In this episode: Why all your marketing is wasted if you don't motivate the right actions Determining which specific actions you want prospects to take The 5 stages where prospects must take action Closing the deal -- maximizing action in the sales call Question of the week: What do I do if I hate "selling"? Tip of the week: How to test for effective online actions Extras How to Use a Lead Magnet to Encourage Action Download Episode 11 PDF Transcript The post Episode 11 – Getting Prospects to Take Action appeared first on Magnetic Consultant.

Andrew and Kenny go deep into PPC (Pay-Per-Click) advertising, one of the fastest ways to scale your marketing, and how to make it work for consultants especially. In this episode: Why is PPC great for consultants? The difference between user-intent PPC and demographic-based PPC Running ads with Google vs. Facebook vs. LinkedIn How to focus your campaigns, ads and landing pages Question of the week: How much should I spend on PPC? Tip of the week: When to outsource your PPC Extras SEO vs. PPC: Which is Best for Your Business? (Handy Flowchart) 3 Big Reasons to Hate Google AdWords 3 Big Reasons to Love Google AdWords Download Episode 10 PDF Transcript The post Episode 10 – PPC That Works for Consultants appeared first on Magnetic Consultant.

Kenny and Andrew dive deep into why consultants need a special type of website and what the essential elements are. In this episode: What is an "effective" website for a consultant? Why you must cultivate your website like a valued team member In planning your website, who should you target and who should you ignore? "Don't Make Me Think!" Question of the week: How can I fill up a local workshop I'm hosting? Tip of the week: The powerful role of numbers on your website, and how to use them Tweetables Consultant? Your website matters. [Click to Tweet] Your website is your 24/7 salesman. [Click to Tweet] Don't make me think! Websites that win. [Click to Tweet] Extras Consulting company website example (Andrew) Consulting company website example (Kenny) Download Episode 09 PDF Transcript The post Episode 09 – Effective Websites for Consultants appeared first on Magnetic Consultant.

Kenny and Andrew define what "landing pages" are, demonstrate why they are the most important lead generation pages on your website, and share best practices for creating killer landing pages. In this episode: What is a "landing page"? Why landing pages are your best chance at a great first impression How landing pages and lead magnets (Episode 07) go hand-in-hand How do you craft landing pages that convert prospects into clients? Question of the week: Should your phone number be on your website? Tip of the week: Three 3rd-party tools that make it brain-dead easy to create effective landing pages Tweetables Why landing pages decide your fate [Click to Tweet] Fresh tips for potent landing pages [Click to Tweet] No landing pages? No clients! [Click to Tweet] Extras Landing page example (Andrew) Landing page example (Kenny) Download Episode 08 PDF Transcript The post Episode 08 – Landing Pages that Win Clients appeared first on Magnetic Consultant.

Kenny and Andrew define what a "lead magnet" is, explain why it's critical in your marketing strategy, and provide guidance for effectively crafting and utilizing one. In this episode: What is a "lead magnet"? Why are lead magnets so powerful for winning clients? What form can lead magnets take? How do you craft winning lead magnets? Question of the week: How do you increase webinar attendance? Tip of the week: How to ensure you get valid emails with your lead magnet Tweetables Don't have a lead magnet? Good luck getting clients online [Click to Tweet] How to craft lead magnets for fun and profit [Click to Tweet] Did you get a valid visitor email? Are you sure? [Click to Tweet] Extras Lead Magnet example (Andrew) Lead Magnet example (Kenny) Download Episode 07 PDF Transcript The post Episode 07 – The Magic of Lead Magnets appeared first on Magnetic Consultant.

Kenny and Andrew present "personas" as an essential first step for all effective marketing. They give guidance in creating personas and in applying them to all aspects of your marketing from your website to your lead magnets, paid advertising and presentations. In this episode: What is a buyer "persona"? How does a focus on personas bring you great new clients? How do you create an effective persona? How many personas do you need? How do you use personas in your marketing strategy? How do you apply personas to your content and advertising? Question from clients: How many landing pages do I need on my website? Tip of the week: A tool for spying on your competitor's content marketing successes Tweetables Think you don't need a buyer persona? [Click to Tweet] How personas supercharge your marketing [Click to Tweet] How many landing pages does your website need? [Click to Tweet] Extras Buyer Persona Template (PDF) Buyer Persona Template (Word) Facebook graph search examples: "Groups of people who like Forbes" "Pages liked by people who like Forbes" "Pages liked by Consultants who like Anthony Robbins and Infusionsoft" Download Episode 06 PDF Transcript The post Episode 06 – The Necessity of Personas appeared first on Magnetic Consultant.

Andrew and Kenny discuss why specialization is critical for success as consultants and how to go about specializing in ways that work with your business model and get you noticed online. In this episode: Why specializing is necessary for success as a consultant What type of specialization is important How successful generalists are really specialists, too. Why we naturally fail to specialize How specializing supercharges ALL of your marketing, and how to do it Q&A with clients:  What's the fastest way to get clients on a budget? Tip of the week:  Quick test to see if you're specializing well Inspiration of the week: Roger Philby Tweetables Consultants MUST specialize to succeed [Click to Tweet] Why consultants FAIL to specialize [Click to Tweet] Quick test: Are you specializing for your biz? [Click to Tweet] Extras A FREE special report from Andrew that goes deep into the WHY and HOW of specialization Download Episode 05 PDF Transcript The post Episode 05 – Succeeding by Specializing appeared first on Magnetic Consultant.

In this episode, Kenny and Andrew discuss several proven ways that consultants can get themselves into a position to successfully charge high fees. In this episode: Why do you necessarily want to charge high fees? How charging high fees requires a mindset shift to focusing on results Why you need to stop charging an hourly rate immediately How to begin charging higher fees Client question of the week: "Should I advertise my fees on my website?" Tip of the week: Beeminder App Inspiration of the week Tweetables: How to charge high fees as a consultant [Click to Tweet] STOP charging by the hour! [Click to Tweet] Do fees belong on your website? [Click to Tweet] Download Episode 04 PDF Transcript The post Episode 04 – Commanding High Fees appeared first on Magnetic Consultant.

In this episode Kenny and Andrew talk about the types of habits that matter most for independent consultants and how to adopt them. In this episode: Two types of habits -- those that make you directly magnetic to clients, and those that save your time and sanity so you can give your business the attention it needs The power of less Your ONE thing -- the most important thing Time blocking for productivity and sanity Client question of the week: "When is the best day to have a webinar?" Tip of the week: Best app for a true “Getting Things Done” implementation Inspiration of the week Tweetables: Habits that make or break your consulting business [Click to Tweet] The "power of less" for consultants [Click to Tweet] Time blocking for consulting success [Click to Tweet] Download Episode 03 PDF Transcript The post Episode 03 – Magnetic Habits appeared first on Magnetic Consultant.

In consulting, no trust means no business.  In this episode Kenny and Andrew talk about the enormous benefits that come when you successfully build trust with prospects and, most importantly, how to do it. In this episode: Why it's critical to build trust with prospects How trust-building reduces your sales cycles and increases your fees Strategies and tactics for successfully building trust Building trust both online and offline Client question of the week: "Will a blog help my business?" Tip of the week: An app that keeps you focused on wins Inspiration of the week Tweetables: No trust? No Business! [Click to Tweet] Want to get higher consulting fees? Here's how. [Click to Tweet] The right way to build trust with prospects. [Click to Tweet] Download Episode 02 PDF Transcript The post Episode 02 – Build Trust with Prospects appeared first on Magnetic Consultant.

Andrew and Kenny each share their #1 essential tip for becoming a magnetic consultant, irresistibly attracting your ideal clients to you.  Plus there's an intro to the show and a takeaway tip that you can act on tomorrow to immediately attract and win one new client while sidestepping all your competition. In this episode: Introductions Why "Magnetic Consultant"? Andrew's #1 thing that makes a consultant magnetic Kenny's #1 thing that makes a consultant magnetic Weekly burning question from clients Inspiration of the week Client attraction tip of the week Tweetables: How to be a magnetic consultant. [Click to Tweet] How laser-like focus makes a consultant magnetic. [Click to Tweet] Positioning is the key to success as a high-fee consultant. [Click to Tweet] Download Episode 01 PDF Transcript The post Episode 01 – Be a Magnetic Consultant appeared first on Magnetic Consultant.