September 21, 2018

“How can you communicate the added value of a quick turnaround without it backfiring?” and more...

In yesterday’s group coaching session, we had a bunch of good questions that touched on topics like:

Good stuff!

Here are the questions I answered:

In a recent proposal, I mentioned time to deliver since I know there is urgency to the project. But they used it against me: If it only takes X days, why does it cost $XXX? Did I make a mistake mentioning time? How can you communicate the added value of a quick turnaround without it backfiring? (timestamp: 1m 28s)

I’ve started a productised service creating digital annual reports, and aiming to sell to the renewable energy sector (basically, annual reports published as microsites, I have sold two in other verticals). I know a bit about the R.E. vertical, can speak about benefits over features etc, but can def learn more. Would like to get a landing page up - any thoughts on what this first landing page should aim to achieve at the start? Eg: lead capture, sales, something else? Happy to play the long game (timestamp: 8m 24s)

I get all my clients through referrals, which is good but I feel like a hostage. At any time those referrals could dry up and there is nothing I can do. I started putting effort into my website and social media. I paid a copywriter for website content and blog articles so it reads professional. I also did few Facebook (and Instagram) Ads to promote my blog articles, Facebook page, and website. I spent around $400-500 and I got 0 leads out of those campaigns. How can I create my own sales funnel? (timestamp: 20m 19s)

I am having trouble connecting the dots between my skills and solving expensive problems. I have recently started instigating conversations with a market segment that I want to serve, in order to understand their problems. I am trying to be genuinely curious. But when they mention problems unrelated to my area of expertise, the conversation languishes. I already have clients who are getting value from what I deliver, so I know there’s appetite. Is this just a case of persevering? (timestamp: 34m 33s)

(If you’re curious, you can review the entire list of past questions here)

Do you have questions like these that you’d like to get answered?

When you join your colleagues in my group coaching program, you’ll get instant access to today’s recording, all previous recordings, and all future sessions for as long as you’re a member.

(Note that all recordings have timestamped links from each question to the spot in the video where I answer it, so you can jump right to the answers you care about without sitting through 20+ hours of video.)

BONUS: Group Coaching also includes a dedicated Slack channel to facilitate discussion between sessions.


(Don’t worry, there’s no long term obligation. You can cancel your subscription at any time and your card WILL NOT be charged again.)



P.S. Would you like to see a sample of what group coaching is like? Here’s a link to a public session I ran late last year:

Group Coaching - Oct 12, 2017