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182 | Seizing Your Niche as a Coach with Marc Mawhinney

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Getting more quality leads for your business is not about going broader. You are much better off narrowing your focus to the right clients. Not all clients are the same. Do you know your ideal client? In this show, Marc Mawhinney from the podcast Natural Born Coaches shares his insights on why you want to niche and how to niche. Listen in to discover how to get more quality leads for your business.

Find niche, Marketing, quality leads

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Target Audience: Marc is a Coach who coaches coaches. His aim is to guide coaches into building stronger businesses. Specifically, he works with people newer coaches in their first or second years.

 

 

Why did Marc choose Coaches as a NICHE?

Like many entrepreneurs, Marc started out of focus (no niche) and targeted all entrepreneurs. After a while however, something resonated with him about coaches because he truly understood their struggle on a deeper level (since he was himself, a coach). He decided to focus on that market and dedicated himself to getting really good at servicing that market.

 

The NICHE

According to Marc, people are afraid to niche because they fear leaving clients off the table. However, in the process of trying to work with everybody you end up working with NOBODY. You’re left wondering why your roster is so low and your wallet is empty.

SEIZE Your Niche

In guiding coaches to hone in on their specific niche, Marc has developed a process to define it for yourself. He states that you must validate the niche by know what’s going on. This includes researching the niche well. Facebook groups actually help to validate the niche. This will also direct your social media strategy. Pay attention on what is being said on the discovery calls. Be sure to talk to people in that market in general. And lastly, ensure there aren’t too many people out there doing what you want to do.

Remember to have a personal motivation when choosing a niche. Steer away from distracting yourself with new things you need to learn. Rather, refine, focus and expand on what you are already good at.

 

 

What are the fears when it comes to NICHING?

Marc often sees coaches leaning towards doing it like the others. Yet, that is precisely why you should be running the other way. Do it your own way, so you may stand out in the crowd.

 

182smIn this episode we’ll cover:

  • Why going broader will leave you with an empty pocket
  • How to get leads that match your service
  • The process Marc uses to help his target find theirs
  • Why people are afraid to niche down
  • Why you letting go of perfectionism is essential

Practical and Actionable:

Take some time to research but don’t think too much. This shouldn’t take 6 months or a year. Don’t procrastinate. Choose something that resonates with you and that you feel good about. It’s about action. Create a good plan, but don’t be a perfectionist.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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181 | How Meeting Planners Think with Shirley Hogsett

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If you want to be a speaker (paid or unpaid), you want to understand how meeting planners think.  In this episode, Shirley Hogsett shares her years of experience on working with meeting planners to help you understand how to contact and engage meeting planners. Shirley operates the Destiny Speakers Bureau.

 

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Target Audience: Destiny Speakers Bureau is a comprehensive speaker management firm and provides marketing, management and product development services for a select number of Professional Speakers, Authors, Coaches, Consultants and Artist. .

 

The aim of Destiny Speakers Bureau is to help business owners utilize speaking to attract more business through spreading their knowledge in front of their ideal customers. Shirley shares with us the perspective of the Meeting Planner.

 

So what is it exactly that the Meeting Planners look for?

Specifically, they want a video of you speaking in front of an audience similar to theirs. They (meeting planners) want to see you perform. The video must convey that you have the ability to communicate and engage an audience. This contrasts greatly to “lectures.” The video should be no longer than 3-5 minutes. An intro and an outro is ok. And Shirley says testimonials simply don’t say enough.

 

 

How to engage in Effective Communication with Meeting Planners

It is imperative that you engage the conversation by HEARING what THEY are looking for. Do you have a strong grasp on their needs? It is then your responsibility to convey how you can solve that problem. Be aware that they are looking for experts. They seek authenticity. They must also get the sense that you know the audience on a deep level.

 

Pricing : What should speakers expect and what does the marketplace want to spend?

This depends on the person who is coming on. However, someone who is starting out should expect about $3,500- $5,000. But again, it depends on the speaker and the organization.

At the end of the day, you must know your industry and clients. It’s great to utilize a service like Shirley’s because a third party would not be emotionally charged and simply conveys data.

 

 

In this episode we’ll cover:

  • What the marketplace is looking for
  • Why you MUST know your market
  • Why you must be an expert in your field
  • How to schedule your speaking gigs
  • How a third party could streamline this process

 

 

Practical and Actionable:

Decide who you want to speak to. Thoroughly research that target market. Go to local convention bureau and find out what conferences are coming. You can also conduct a google search and build your database.

 

Resources and Links

 

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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179 | Thought Leadership Attracts Great People with Lee Odden

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If you don’t have what you want, it is because you don’t understand something. Misinformation is what gets in the way of your success. Lee Odden from Top Rank Blog is our guest and he shares leeodden
insights on thought leadership. I learned tons from this episode so I know you will enjoy the value. Discover the strategies to be a market leader

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Target Audience: Lee’s company provides content marketing services and focuses on Thought Leadership.

 

Content Marketing

As entrepreneurs, we seek endorsements from well known people; those who have influence and a large following. We all have aspirations to be seen in a positive helpful way and we know this is one avenue that yields potentially positive effects. However, Lee attests that in order to partner up with influential people, you must create value for them first. Find a way to work with them. Decide whether you will pay them or co create content for them. This creates an incentive for them to work with you. Remember, that in this game, everyone must win.

 

 

& if you’re in the trenches…

Lee spent lots of time growing Thought Leadership. He had to overcome public speaking and publishing. In doing so, he learned that it attracted others who on a similar level (in terms of growing your team). It is your task to learn to identify those individuals. It’s not through “popularity” that builds your business but TALENT.

Lee’s journey with Thought Leadership….

Lee started blogging simply to share. In turn, it attracted the right people who provided positive reinforcement to keep him going. For Lee, a thought leadership based approach has opened many doors.

 

Why is this important in today’s marketing and digital world?

Because you must justify your existence. This creates relationships which equals longevity. Long term clients are the heart of business and that’s how you get successful.

 

In this episode we’ll cover:

  • Lee’s insights on Thought Leadership
  • The importance of a customer centered approach
  • How to get top influencers on your team
  • How to create value and incentive before you approach anyone
  • How overcoming your fears connects you with the right people

Practical and Actionable:

Most people or as agencies approach connections by thinking about what THEY are going to say (or what THEY will hopefully get out of it). Instead, try figuring out what questions your buyers have and truly LISTEN. Use that as your marketing piece. This is a more customer centered approach.

Resources and Links

 

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

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178 | Connecting People in A Powerful Way with Kevin Thompson

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178

Relationships are the lifeblood of life and business. What are you doing to “up- level” your relationships? Kevin Thompson shares new insights on building relationships with A-List types in business. Kevin is a master at joint venture relationships and if you don’t know what JVs are, you must listen to this episode.

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Target Audience: Kevin serves the entrepreneur who has hit their “ceiling” and is wanting to get passed it to grow more and achieve more satisfaction. His service is for those who market their business but have not been collaborating with others who can help them grow in a powerful way.

So, who is ready for Kevin?

Kevin knows exactly who he is meant to take on as either a partner or client. In other words, he is very clear on his ideal AVATAR. Kevin will only work with those who

  • are successfully selling their service or product
  • they create a minimum of $250- 300,000 worth of revenue
  • they already understand the way you increase revenue is by simply serving more people.

Do you see how specific he is regarding who he works with? How can you narrow down your Avatar (whether they be a partner or client)?

Kevin admits he was someone who held the belief that he had to wear all the hats. Then he discovered the power of delegating and creating powerful partnerships with people who were aligned with his values.

Was there a time when you were in the trenches and you had to take a step back?

Kevin shares he realized he was going for quantity not quality in partnering up with people (whether clients or JV partnerships). In 2010, he found himself completing his 1099 taxes with his accountant. Together they saw that Kevin engaged in 34 collaborative projects. Only 8 of those projects converted. Kevin understood that he could have done a fraction of the projects. This helped him evaluate who his ideal partners were.

On serving “ANYBODY…”

Kevin poses the question: what is it about your ideal clients that makes what you do so great? An ideal client is someone with whom you already have an aligned foundation and you have both have subscribed to the same values. Kevin says: Be clear on who you want to serve. Be clear on who you want to be a hero to. Be clear about who you want to be a rockstar to.

178smIn this episode we’ll cover:

  • How to surpass your “ceiling” (AKA: cap)
  • Why you can’t serve anyone and everyone
  • Why Kevin realized he couldn’t wear all hats
  • Why it’s about Quality Partnerships (not quantity)
  • The RIGHT way to reach out to prospects

Practical and Actionable:

A big mistake people make when reaching out to prospects is they reach out for handouts. This is WRONG. Reach out by showing appreciation. Active appreciation is about reaching out to them to let them know what you appreciate about them rather than ask something from them. What can you give?

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

 

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177 | The Courage to be an Entrepreneur with Paul Durante

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Running a business takes courage. It takes heaps of courage. In today’s interview with Paul Durante, we dive deep into why courage is so important. Paul is a business partner with Jay Abraham (mentor to Tony Robbins) and all of this came to be because Paul had courage. You will also get some key insights to leveraging media for your business.

 

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Target Audience: Entrepreneurs seeking to create more leverage in their businesses through media.

 

 

Paul Durante connected with Jay Abraham because he mustered the courage to cold call him every single day for 2 weeks straight. You might say, he was determined. And finally, after getting him on the phone, Paul quickly understood why Jay is so successful. Jay helped Paul in tremendous ways just over the phone for FREE before they even met in person. This went on for 6 months. What Paul realized Jay puts out a tremendous amount of generosity. And Paul knows with certainty the value he provides others.

 

 

The POWER of POSTURE

Posture is not about arrogance. It is a silent confidence. People lose their posture when they get stuck because they lose their hunger or they get comfortable. Clarity and Courage are things that can be developed. We are all good at something. And whatever that is, you feel courageous about it. It’s about driving that into your business.

 

Remember that if you have value to provide, you are doing THEM the favor. You must come into any conversation with that knowing and energy. Paul says that at the end of his conversations, they thank HIM.

 

 

How do we use media to leverage growth for business?

Paul posits this question: “Why does Oprah have way more money in her bank account than Tony Robbins?” Well, that’s simple. Oprah knows how to leverage media. Success begets success. Aim to build a relationship with your local media. A cold call can serve you very well if you go into it with a good and confident intention.



177smIn this episode we’ll cover:

  • The power of a COLD CALL
  • How to leverage media for your business
  • Why you must possess excellent POSTURE
  • Knowing the VALUE you provide
  • Why you must know you are doing others a favor

 

 

Practical and Actionable:

Go HERE and go to shows 16 and 17. Listen in.  It’s impossible to not feel motivated about your business after listening to these. 

 

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

161 | Finding Your Audience with Jeff Goins

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161-Jeff-Goins-featuredThere are 2 traditional approaches in the marketing world. For many, they start by chasing the masses so they can see what works. Others look for a target audience. I think both of these are wrong. I think we should be looking to find our audience and find the profitable niche that is ideal for us. Listen to Jeff Goins, speaker, author and blogger. He is the author of The Art of Work and The In-Between: Embracing the Tension Between Now and the Next Big Thing. Jeff shares why it is so important to finding your audience.

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Target Audience: Jeff is a writer who helps other writers find their audiences. He also teaches online courses for writers so they may find their audiences for efficiently.

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