[Legacy post: Small Business Talent] Most of the successful solopreneurs 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 ideal clients is challenging. That’s why I asked an expert on this subject to join us today.
My guest, Steve Woodruff, specializes in helping business owners to find their core fit and communicate what he calls their business value mission in a specific marketplace. His fascinating approach is called clarity therapy. Why? Because it’s like working with a psychologist and a branding agency all rolled into one.
Ready to start attracting more of your ideal clients? If so, then you’re going to find Steve Woodruff’s insights and advice uniquely valuable. Scroll down to the Podcast Player below and listen now.
Podcast Player:
The Client From Heaven, or Hell?
There are moments in my business life that have stuck with me. It was years ago, but I remember this meeting well. Todd, the vice president of marketing, pointed to a bronze plaque on the wall of his office that read: “Hustle is heaven if you’re a hustler. Hustle is hell if you’re not.” “Any questions?” he asked, and then smiled.
His plaque spoke volumes about Todd’s approach and the culture of his company. Todd later told me that he often points to that plaque and explains to people who are trying to win his business: “We like to move fast, and we do whatever it takes to get the job done. This is a no excuses environment for everyone involved.”
But don’t let Todd scare you — his intentions are good. He just wants any and all service providers who don’t have what it takes to keep up to rethink the wisdom of seeking his business.
I wouldn’t mind if all prospective clients were as transparent as Todd. Most people are far less forthcoming about what it’s really like to work with them. That can lead to some disappointing situations.
In my experience, a productive relationship with any client starts by first listening to them very carefully. What are they saying and not saying? It’s so important to draw them out.
Then, if you still want their business, tell them how you work and what results they can realistically expect. Educate them. Don’t just sell to them.
When you’re committed to achieving a great fit, the right clients will respect you for it. Your business relationships will also be far more fulfilling and profitable.
Do you have some questions about how to qualify prospective clients? I’m here to help. Send me an email at slahey@stephenlahey.com and let’s talk.
John R. Bell on ‘Do Less Better: The Power of Strategic Sacrifice in a Complex World’
[Legacy post: Small Business Talent] My guest on the podcast today, John Bell, spent 19 years as a self-employed global strategy consultant to some of the world’s most respected corporations. Before launching his consulting practice in 1994, John also served as CEO for a major consumer products company in Canada.
John is a prolific writer. His excellent articles on strategy, leadership, and branding have appeared in various marketing journals and business publications, including Fortune and Forbes.
John’s new book, Do Less Better: The Power of Strategic Sacrifice in a Complex World, has its roots in his early career. At that time, John and a young leadership team faced the daunting task of resurrecting a struggling company with a complex range of products. He and his team took steps that few business leaders do, setting aside their own egos and trimming down the product portfolio. The business that remained grew rapidly because they had fewer distractions and were able to focus on running it far more effectively.
The lessons John learned by facing down this kind of adversity served him well throughout his career as a CEO and then as a solo consultant. The bottom-line? He learned that “smart sacrifice” is the surprising secret to success.
So, are you ready for some no nonsense advice on how to take your business to the next level of achievement and personal fulfillment? If you said yes, then get ready to take some notes – this is a fascinating interview. Scroll down to the Podcast Player below and listen now!