The Profit Scale

🎯 Top Takeaway from Today's Episode

Messaging helps you whisper in the ears and speak to the hearts of the people who need you most.

📌 Key Points from the Episode

1. Allow your messaging to reflect your prospect’s language.
2. The stories you share help you stand apart, and attract the right people to you.
3. Speaking your prospect’s language is not a matter of leaving parts of you behind, but rather being intentional to create a space where the people who you're trying to reach and connect with can also feel comfortable to do so.

💡 Take Action

👋🏾 Connect with Nikki on LinkedIn Here

🔗 Links

🌐 Visit Nikki’s Website here

🤝 Work with Nikki here 

👋🏽 Connect with Ruth-Joy on LinkedIn

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

The fear you feel when you’re doing something new is not an indication that you’re doing something wrong. It’s a signal that you are operating outside of your comfort zone. Don’t let that fear stop you, let it encourage you. 

📌 Key Points from the Episode

Here are the 5 takeaways from today's episode:

1. Lesson #1: Invest in building relationships. The quality of your relationships will determine the quantity of your opportunities. Invest in getting to know people, especially your prospects.
2. Lesson #2 : Position Yourself as a Partner. Organizations want to know they can rely on you even when things are going wrong, be committed to the outcomes. 
3. Lesson #3: Share the Stories of Transformation. Stories are a powerful tool that we can use to create connection and deepen relationships with prospects. 
4. Lesson #4: We Can Do Hard Things. We all face fears and challenges that might scare us along our B2B journey. That’s where courage comes into play — moving forward despite the fear we feel.

💡 Take Action

📋 Join the waitlist for next year's Co(i)nversations Conference

🔗 Links

🎧 Listen to Episode 39: Building Relationships with Buyers Through Thought Leadership with Tania Bhattacharyya

💌 Be a part of our growing email community: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

How you show up matters. It tells people what you think about yourself, and how you want them to think about you. 

📌 Key Points from the Episode

1. Dress how you want to be addressed.
2. People like people who are authentically themselves.
3. Do the research to figure out where your possible entry point into the B2B marketplace could be.

💡 Take Action

👋🏾 Connect with Evonya Here

🔗 Links

🌐 Visit Evonya’s Website here

🤝 Work with Evonya here 

✍🏾 Apply for Systems That Scale™ 

👋🏽 Connect with Ruth-Joy on LinkedIn

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

The ability to conduct effective research is an underrated sales skill that gives you small business owners a significant advantage in getting a prospect’s attention over larger organizations.

📌 Key Points from the Episode

There are three critical questions to ask and answer before you hire any kind of sales support. 

1. Strategy #1: Capture their attention using personalization
2. Strategy #2: Capture their attention using competitor analysis
3. Strategy #3: Capture their attention using industry statistics

📊 Statistics You Need to Know

• 59% of web users would avoid buying from a company who made obvious spelling or grammar mistakes. (source)
• You can increase email open rates by 23.8% by adding two extra words to the email subject line. (source)

💡 Take Action

• Find one compelling industry statistics that you can incorporate into your emails and posts.

🔗 Links
🎥 Watch our Systems That Scale™ Information Session Replay

✍🏾 Apply for Systems That Scale™ 

👋🏽 Connect with me on LinkedIn!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Our approach to social media and content creation should not be one-size-fits-all. You are unique and so is your audience. It's important to show up in a way that is authentic to who you are and the community you seek to create space for. 

📌 Key Points from the Episode

Thoughts that we can keep in mind while we engage on LinkedIn and other platforms:

1. When we are on these platforms we are seeking to build community, not just promote. People want to connect with someone that they know, like and trust. 
2. Engaging in social media does not have to be a huge all-consuming task. Setting aside time in your schedule to post a thoughtful post, respond to comments, comment on and like others' posts, send a message, etc. can go a long way!
3. It's all H2H. As Tania outlined in the episode, it's important for us to remember that while we are entrepreneurs, we are still humans who are engaging with other humans.

📊 Statistics You Need to Know

• Only about 1% of LinkedIn's 260 million monthly users post weekly content. (source)

💡 Take Action

Download Tania's 14 LinkedIn Content Prmopts Reach out and connect with someone on LinkedIn. Send a message and introduce yourself!

🔗 Links

🤝Connect with Tania Bhattacharyya on LinkedIn

🌐Learn more about how you can work with Tania here

✍🏾 Join us at the Co(i)nversations Conference, Register Here

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Hiring sales support is a big step for your business and requires some preparation ahead of time. Whether you hire part-time or full-time or you delegate a part of your sales process to other team members, these questions will help you prepare for success. 

📌 Key Points from the Episode

There are three critical questions to ask and answer before you hire any kind of sales support. 

1. Critical Question #1: Do I have an Established B2B Sales Process
2. Critical Question #2: Do I Have a Documented and Refined Company Profile
3. Critical Question #3: How Will I Evaluate The ROI?

📊 Statistics You Need to Know

• It takes an average of three months for a new seller to be ready to interact with buyers, nine months for them to be competent to perform, and 15 months for them to become a top performer. (source)

💡 Take Action

• Download and complete the Sales Process Self-Assessment. 

🔗 Links

✍🏾 Join us at the Co(i)nversations Conference, Register Here

🎧 Listen to Episode 28: Price Like a Master Using the Pillars of Pricing™ Framework

👋🏽 Connect with me on LinkedIn!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top takeaways from today's episode: 

1. Ebonye was able to turn her skill and passion for publishing into a thriving business. There is no shortage of business opportunities or ideas - the world is your oyster!
2. There are multiple ways of doing business - find what works for you! Like Ebonye discussed in the episode, she found working with individuals difficult but working with corporations fit her better. In the same way, it's critical to understand yourself and what works best for you to ensure that your business is everything you want and need it to be.
3. The way that we think and speak about ourselves and our businesses can make all of the difference. Ebonye explained that her mindset shifted to one of confidence and telling herself that she was capable. Ebonye decided that she was capable of success and so are you! 

🔗 Links

You can find Ebonye at: www.inclusivemediasolutions.com, her LinkedIn or by sending her an email!

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top takeaways from today's episode: 

1. Social media is not the only way to market your business and may not be the most effective way for you.
2. 3 ways to market your business offline are:
   1. Having conversations with your network
   2. Being featured in publications
   3. Attending live events
3. Educate the people around you on what you do and who you serve. Equip them with the knowledge to recommend you when opportunities arise.

📊 Statistics You Need to Know

• Google processes 8.5 billion searches each day as of 2023, which means it processes 99,000 searches per second. (Source)
• 86% of people ignore paid advertisements. (Source)

💡 Take Action

📝 Download this resource to help you find media opportunities for free

🔗 Links

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top takeaways from today's episode: 

1. The prospect is the one that defines value — take the time to understand what value means for them.
2. Network, network, network! B2B opportunities are created by expanding and deepening your relationships and network. Make it a priority. 
3. When reaching out to decision-makers, be clear on why you’re reaching out, and know what your ‘ask’ is.

🔗 Links

🤝 Connect with Katherine Isaac Here:

• Website: Katherine Isaac
• LinkedIn: Katherine Isaac MBA

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Join the newsletter: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top takeaways from today's episode: 

1. Prospecting is not about making the sale. It’s about working the process that will eventually lead you to one.
2. In the world of B2B, sales happen through conversations.
3. There are two steps to prospecting: 
   Step 1: Research potential clients 
   Step 2: Nurturing a relationship with them
    

🔗 Resource Links

📝 Use These ChatGPT Prompts to Generate A Prospect List

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

🎙️ Episode 28 - Price Like a Master Using The Pillars of Pricing™ Framework

🎙️ Episode 31 - How to Tap Into The Minds of Corporate Decision Makers

💌 Join the newsletter: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

• Believe that you belong in the room, there is space for you.

📌 Key Points from the Episode

Characteristics of a Corporate Client

1. There's usually more than one person involved in the decision making process. 
2. The contract length tends to be longer — on average, about three months.
3. B2B organizations usually have a pre-established budget to hire an expert. 

The 3 Tips to Position Yourself for B2B Success

1. Believe that you belong.
2. Practice your ABPs (Always Be Prospecting).
3. Become fluent in the language of ROI.

📊 Statistics You Need to Know

• The global consulting market is a $250 billion industry, with North America being the most mature market globally (Source: Consulting.ca)

💡 Take Action

• Identify 5 industry events that you can attend next year to help build your pipeline of prospects.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

🎧 Listen to Episode 31: How to Tap into the Mind of Corporate Decision Makers

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Sales can be based in integrity, characterized by conversations, steeped in mutual value and welcomed and appreciated by your prospects.

📌 Key Points from the Episode

Corporate Buyer’s Ecosystem

Redefining your relationship with sales will require you to be proactive, intentional and willing to lead the process. 

The 3 New Approaches to Sales

1. Outbound Sales: An approach to sales where you are the one reaching out to and initiating contact with potential clients.
2. Permission-Based Sales: An approach to sales that focuses on engaging with prospects who have made it clear that they want to hear from you.
3. Relational Sales: An approach to sales in which you take the time to build trust with your prospect, and understand their needs before offering them a solution.

📊 Statistics You Need to Know

• 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. (Source: Spotio)
• 84% of corporate buyers are more likely to buy from a sales rep that understands their goals. (Source: Salesforce)

💡 Take Action

 Reach out to 3 prospects this week.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Your marketing strategy should be in alignment with your target clients.

📌 Key Points from the Episode

Corporate Buyer’s Ecosystem

This is a framework to help you identify the key roles involved in the decision-making process, as well as the type of information that is most relevant to each role at each stage.  

The 3 Key Roles Influencing the Decision-Making Process in Hiring Outside Experts

1. The Information Gatherer: This role is responsible for researching potential vendors, vetting the vendors to ensure that they meet at least the basic requirements, and understanding their expertise.
2. The Authorizer: This is the person who is responsible for ensuring that whomever they hire can produce an outcome that positively impacts the department and the company's goals.
3. The Advocate: This role represents the person who will directly engage with you while you deliver your service.

📊 Statistics You Need to Know

Research shows that close to 70% of the B2B buyer's journey (Eira, 2022) is completed before a prospect reaches out to you. 

💡 Take Action

Create one piece of marketing material tailored to one of the three roles that we discussed earlier today.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💼 Work with us: Systems That Scale™ Program

💌 Be a part of our growing email list: Co(i)nversations and Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating: The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

The root of what helped me to be successful were three simple traits.

1. A belief in myself and my capabilities
2. A willingness to put myself out there, say, "Yes, I can help you solve this problem," and a willingness to experience rejection
3. A commitment to showing up

📌 Key Points from the Episode

The Alternative Method

1. Identify your basic qualifying criteria: Identify the basic criteria for what types of companies are a good fit.
2. Prepare a one-sheet: A single-page document that summarizes what you do, how you can help, and a little bit about who you are. 
3. Identify your core skills: What are the key skills that make up your expertise or the skills that you use when you're working with your clients? 
4. Identify job titles that correspond to your core skills or your existing title: Use the basic criteria that we identified in step one, along with your core skills from step three to search for job postings within your area of expertise.
5. Create a prospect list using your search results: The goal for this stage is to wade through the results and simply identify 10 companies that would be a good fit for your solution. 
6. Make contact: You’re now going to reach out and pitch an alternative solution than the one that they're looking for.
7. Repeat.

The success with the Alternative Method™ is defined by securing a discovery call, not securing a contract. 

💡 Take Action: 

1. Reflect on what belief, willingness and commitment looks like for you.
2. Download the guide on how to find your first corporate client so that you can start applying these steps today.

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

🎧 Listen to Episode 28: Price Like a Pro Using The Pillars of Pricing™️ Framework

💾 Get your free guide: The Ultimate Guide To Finding Clients Using The Alternative Method™

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

Whether you're a candle maker, a personal finance coach, chef, Diversity, Equity and Inclusion (DEI) consultant, or anything in between, there is a corporate contract available for you. 

📌 Key Points from the Episode

Three Major Categories of Revenue Streams

1. Services: are anything that requires your labor and expertise in real-time to deliver results for your clients.
2. Licensing: refers to something you've already created and you're permitting your clients to use.
3. Products: This is when you provide a physically manufactured product to a corporation in exchange for money.

📊 Statistics You Need to Know

• There's a projection for the global professional services market to increase from $6040.91 billion in 2021 to $6697.56 billion in 2022. It is also anticipated to reach $9651.77 billion in 2026. (Source: Professional Services Global Market Report 2022)
• The largest market for professional services is in North America. It represents 33.4% of the global market. (Source: Professional Services Global Market Report 2022)

💡 Take Action

Find an example of a company that provides similar or the same services as you that serves a corporate audience. 

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯 Top Takeaway from Today's Episode

When all four Pillars of Pricing™ are in alignment, you can confidently price for the full value you create and the value your prospects want to experience.

📌 Key Points from the Episode

The Four Pillars of Pricing™

1. Profile: an in-depth representation of your target client's problems, challenges, or goals.
2. Positioning: establishing your business in the mind of your customers and clients/influencing the way that prospects think about your business.
3. Proposition: the factors that distinguish your business from your competition and help your prospects understand why they should choose you.
4. Profit Margins: the amount of money left over after all expenses and costs have been paid.

💡 Take Action
Take the "Am I Ready to Charge Five Figures?"  quiz to know what areas may be holding you back from leveling up your pricing or what areas position you perfectly for a price increase. 

🔗 Links

🎧 Listen to Episode 27: What's Required to Attract High-Value, High-Paying Clients

💼 Work with us: Apply for a Priced for Profit™ VIP Day

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

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🎯 Top Takeaway from Today's Episode

One of your greatest assets is the ability to address your desired clients high-value problem. 

📌 Key Points from the Episode

• A high-value client is a client that makes a significant impact on your revenue, a positive impact of course. A high-paying client is someone who spends five-figure plus or more ($10,0000+).
• 3 Strategies to Attract High-value High-paying Clients:
  1. Solve a high value problem.
  2. Understand the problem you solve with depth and clarity.
  3. Speak about the problem consistently.

💡 Take Action

Speak to your clients (current and past) and define what high-value problem is common to them. 

🔗 Links

✍🏾 Sign up for the Corporate Coins Training: How to Attract, Sell and Serve Corporate Clients training

💌 Be a part of our growing email list: Co(i)nversations & Community

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating:  The Profit Scale Podcast

🎯Top take away from today's episode:

It’s important to understand how changes in the consulting industry affect our everyday business strategies, systems, and operations, so we can adapt to remain relevant and position our firms for continued success. 

📊 Statistics you need to know: 

• Research on 2021 Consulting trends, shows that in 2021 and beyond, organizations are looking for consultants that have an established expertise. (Infodesk)

💡 The 3 questions to ask yourself:

1. How are you differentiating yourself as an expert?
2. Are you leaning into what's already working?
3. What are your Revenue Generating Activities (RGAs), and are they being prioritized?

🔗 Links:

📞  Schedule a free Discovery Call!

✍🏾 Take the Systems S.O.S. quiz !

👋🏽 Connect with me on LinkedIn or Instagram!

🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast!

Top take away from today's episode:

"Systems help scale personalization and increase the speed with which you're able to connect with new prospects and win new business".

Statistics you need to know: 

• 40% of organizations didn’t meet their sales targets for the year 2020, while 38% of organizations not only met but exceeded their targets. Of that group who was able to exceed their sales targets, 65% of them had a designated sales Enablement person or team. Meaning, there was a dedicated team, or team member focused on creating and implementing systems behind their sales. (HubSpot)

The 5 areas for Systems:

1. The Inquiry Stage
2. The Discovery Call
3. Pricing
4. The Proposal
5. Client Onboarding

Links

✍🏾 Take the Systems S.O.S. quiz !

📞  Schedule a free Discovery Call!

👋🏽 Connect with me on LinkedIn here or Instagram!

🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast!

Salutation, friend! Today’s episode is brimming with NEW things. CHANGE IS COMING! 

We’re going to talk about some exciting things to look forward to this season of the podcast, as well as 5 key indicators to know if you're ready to step into your next level of business. Whether you're looking  to serve corporate clients or just looking for what's next, these indicators will help you ask the right questions to make your next step forward clearer. 

P.S. Did you see our new podcast artwork?!

Links

• 🌟 Leave us a review and a 5-star rating here: The Profit Scale podcast
• 👋🏾 Connect with us on Instagram here: @rjcconsulting.global
• 📋 Sign up for the Systems That Scale waitlist here: Systems That Scale waitlist