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The Leveraged Business: Earn More, Work Less, Grow Faster
26 minutes | Aug 19, 2022
072 Simple Authentic Pricing Strategies for Professional Service Providers to Determine Your Fees
For professional service providers, what to charge might just be the most stressful decision you ever have to make, especially if you’re new to business. There are a lot of moving parts to consider to create a really solid pricing structure, so stay tuned for today’s episode, because we’re going to nail down the key strategies you can employ to get to that magic number. Working it out can feel like puzzle you can’t easily solve. You’ve got the competition to consider, your own skill set, the price you place on your own value for your expertise, the perceived value of what you do and deliver, what your market will pay, your location, and a host of other variables. In this episode/article, I’ll be taking you through some easy pricing strategies to determine your rates, the real way to sell high-priced programs and services, why you should never discount your rates and what to do instead, and when to raise your prices and when not to. And then finally, I’ll share how to stop undercharging and overdelivering in your consulting or coaching services. If you want to discuss your fees like a pro so you can feel confident and proud about charging what you’re worth, make sure you listen all the way through. Links and further support available in the show notes at http://jayallyson.com/podcast/pricing-strategies-for-consultants-and-coaches/.
31 minutes | Jul 22, 2022
071 Effective CEO Succession Planning for Small Business Owners - Q&A with Dr Jay
In this Q&A with Dr Jay episode, I’m tackling effective CEO succession planning. It may seem high level, and certainly it doesn’t come up often in my client work, but it should. Because many small business owners simply aren’t prepared for when they need to take themselves out of the business. This isn’t just about retiring or planning for retirement, it could be anytime – from a sudden illness or just you want to take an extended trip and want to be free to enjoy it. As CEO, succession planning is the ultimate continuity. It means that if you have to leave, or when you decide to leave, there is someone else who is prepared to step in to keep things running smoothly, and ensure future legacy and growth. Questions I cover include: • What is succession planning and why you should be thinking of it ahead of time? • What’s involved in effective CEO succession planning and where do I start? • What are the benefits of internal talent management? • How and when to get started planning my succession? Links and images mentioned are in the episode show notes you can access via http://leveragedbusinesspodcast.com. For a free and confidential business strategy conversation, book a call with Jay via http://belandaconsulting.as.me/discoverycall.
34 minutes | Jul 1, 2022
070 Marketing Your Online Course - Part 3 of Earn Your Worth
Once you’ve landed on a great core concept, designed and created a great course, marketing your online course is the next big step to tackle. In part 3 of my Earn Your Worth limited series, we’re now focusing on marketing your online course to enrol clients consistently. When you do your research and look at what’s happening in the lives and businesses of your target audience, you can come up with a core concept that’s new and in demand. In this episode, we’ll look at naming, positioning and promoting your course or program. Because you can have a great course that delivers real results, but if no-one hears about it, or sees you as the authority on the topic, you won’t earn any money from it and it won’t have the impact you want. You’ll learn how to: -- Market your online course in a way that highlights its relevance and value to your target audience. - - Position your expert approach as solving a problem that differentiates you. -- Focus your passion, skills and expertise to cultivate the demand. When you’re able to identify your unique value proposition, you’ll be able to attract better clients and charge higher fees. Visit the show notes at http://jayallyson.com/podcast/ where you’ll find links to further resources on the episode topic.
18 minutes | Jun 17, 2022
069 How to Build a Performance Boosting Course - Part 2 Earn Your Worth
When you build a course around your core concept, you want to make sure it performs and people get the results that you promise. But there’s a huge distinction between information, knowledge and understanding that most people do not appreciate. Most experts don’t know how to build a profitable online course. They go about course creation all wrong. Your best course design strategy is not focused on content, it’s focused on helping your clients get the outcome they really want is by adding value to the knowledge base. In part 2, of our Earn Your Worth three-part series, we’re talking about what ‘worth it’ actually means in practice to help you build a course that delivers real value. When you create a performance boosting course, your participants will practically trip over themselves to buy and tell others about it too. Get a free course design planner tool at https://jayallyson.com/isuccess/online-learning-design-planner/.
25 minutes | Jun 3, 2022
068 Earn Your Worth – Part 1 Why Having a Core Concept Helps You Get Better Clients and Charge Higher Fees
A core concept is the big idea that you wrap your product, program or service around, that you create a demand narrative and story, and enables you to showcase your thought leadership and earn your worth. It’s something you can really lean into, and get excited about, and your audience can too. Identifying a core concept helps you can turn your expertise, passion, skills into laser focused offer to generate a floodgate of demand so you get better clients and can charge higher fees. Lack of a core concept is one of the single biggest mistakes consultants, coaches and other expert service providers make. In the first of three parts focused on helping you earn what you’re worth, I explain why and what you can do to find your core concept for better offer positioning. What you’ll learn is: - What is a core concept and how it helps your business grow - Marketing’s dirty little secret that an expensive distraction - Attracting the best clients isn’t about tactics. Submit feedback at jayallyson.com/podcast/qa and/or book a free strategy discovery call with Jay Allyson via jayallyson.com/contactme/scheduler.
16 minutes | May 20, 2022
067 Nailing A Simple Online Learning Design and Evaluation Plan for Your Course or Program (with a 5-Step Worksheet)
In this episode, we dive into the question of how we can really deliver worthwhile learning online, how to map out your learning design and how to measure it’s achieving the outcomes you promise for your participants. If you’re not in the information product business, how you can build a course or program that provides high quality interaction, great participation and space for application and reflection. Because this is how real transformation happens for your students or clients. First, some introduction, then we’ll go through five steps, and there’s a worksheet for this that you can download at jayallyson.com/isuccess/free-stuff, the link is in the shownotes – this gives you the 5 steps, so let me list those first and then first I’m going to talk you through what we’re solving here. STEP 1 – The Goals Statement STEP 2 – The Outcomes STEP 3 – The Experience STEP 4 – The Measures STEP 5 – The Wins Then we’ll finish up by reviewing technology to support the learning design and some final reflections on how to pre-test the design makes sense. Grab the free 5-Step Worksheet to map out a simple online learning design and evaluation plan in a couple of hours: http://jayallyson.com/podcast/nailing-your-online-program-design/.
34 minutes | May 6, 2022
066 Leveraged Living: the Pursuit of Happiness, Balance and Success in Business
In this episode, we'll look at the big picture of why leverage is so intertwined with how we balance our work and life, and our achievement of success in business. Switching from 'how-to' tactics to 'why-do' strategics, we pick up some of the philosophies and principles explored in the entrepreneurial wellbeing and success mindset themes of various other episodes. Helping people move their business to an online or hybrid offer has been accelerated with the pandemic. There's certainly a few digital transformations that might otherwise have been put off until later if not indefinitely. Working remotely has enabled us as individuals too, with many people feeling they've moved to a better work-life balance, what I call ‘leveraged living’ - away from the 9-5 nose-to-the grindstone monday to friday. It's brought more flexibility to interweave work, family and friends, hobbies and leisure pursuits. This concept of Leveraged Living is the preface for my book "Leveraged Consulting in the Digital Age and provides the name for our Facebook group The Leveraged Living Club. And the reason you want to join the club, well I’ll share that as we go through our 30 minutes together in this episode! Here’s what we’re going to cover: -- Why Leveraging is So Vital to Service Business Growth -- How Leveraged Living Fits into the Business Roadmap -- Understanding the Mindset, Marketing and Money Model Equation -- What Makes Leveraged Consulting or Coaching Different - Origins of the Leveraged Business in My Life and Career -- Leveraging Your Story to Find Your Niche -- Leveraging Your Expert System to Help Others -- What Does “Leveraging Living” and True Freedom Mean To You? For resources and further support go to jayallyson.com/leveragedbusiness/.
34 minutes | Apr 22, 2022
065 Why Webinars Don't Sell, What to Do To Fix it, or What to Do Instead
Businesses are increasingly focusing on how the marketing and design of webinars can be improved, how content can be made more engaging, how to create a more compelling bridge into making an offer, one that converts into clients. But the problem is that webinars just aren’t working as well as they used to. In this article, we explore why and what you can do about it. Webinars are probably more commonplace for business-to-business (B2B) marketing, but they are also excessively being used for business-to-customer (B2C) marketing as well. There’s now a shift away from webinars towards workshops. Because the problem is that where webinars were working really well a few years ago, now people have got quite wise to the fact that many webinars are essentially just disguised sales events. In this episode, you’ll learn: - Why people are avoiding webinars nowadays - What to do to increase webinar attendance and sales conversions - How to leverage a self-funded lead generation system using a paid mini-offer. Resources and support can be found in the show notes at http://jayallyson.com/podcast/why-webinars-dont-sell-and-what-to-do-about-it/.
49 minutes | Apr 8, 2022
064 Dancing With Wisdom – Leveraging Wisdom to Increase Entrepreneurial Wellbeing, Fulfilment & Resilience – Interview with Dr Sunil Raheja
Today, we're learning how to leverage wisdom to increase entrepreneurial wellbeing, fulfilment and resilience in a cynical, complex and chaotic world. This is the theme for my interview this episode with Dr Sunil Raheja, author of Dancing With Wisdom: A Sacred Quest to Restore Meaning, Purpose and Fun to Your Life and Work. Sunil is a practising psychiatrist and coach who equips overwhelmed, frustrated and distracted high achievers to figure out their next best step so that they can create the life they hunger for and still have time for family, friends and fun. He also has a podcast and YouTube channel on the theme Dancing With Wisdom alongside his private practice. Wisdom is the rich simplicity of being yourself wherever you are. And dancing with wisdom is all about embracing the gift we all have to change our perspective or our life, our relationships, our business, our world. Life’s challenges can diminish, define or develop you: the choice is yours. It just takes wisdom to make wise choices. Desiring, developing and deepening in wisdom is a path to handling life's trials, tribulations and truths in a way that encourages us to look beyond the superficial quick fix answers. It's a road to entrepreneurial wellbeing, fulfilment, and resilience. With his blend of 25+ years as a mental health practitioner and his own personal pilgrimage, Sunil’s insights are fascinating. His book is no superficial self-help manual. Written for people of faith and those of none, he invites you to join him on a quest for that which is difficult to find, by asking four fundamental questions: What person am I going to be? How do I relate to others? What work will make my life meaningful? What legacy do I want to leave behind? Sunil takes us on a journey across three core steps to leveraging wisdom as a philosophy to increase mental resilience. The search for meaning and purpose can come upon us gradually or sometimes suddenly; and creates a pivotal point in our life. The sudden death of one of Sunil’s closest friends caused him to ask these questions of himself. He helpfully sets out the reasons why we crave wisdom, how we might grow in it, and concludes with the means for deepening in wisdom and living life in crescendo. This is a stimulating education on how to live life well and a timely literary contribution in a moment when a global pandemic has caused many to question what gives life lasting significance. Links and the free Workbook with practical exercises to start your own journey of dancing with wisdom is available in the episode show notes at http://leveragedbusinesspodcast.com.
48 minutes | Mar 25, 2022
063 Ten Steps to Showcase Your Expertise for Successful Brand Positioning
Successful brand positioning is all about your credibility as an expert and sharing something of yourself too. In the digital marketplace, both are the key to a growing business. Businesses stay afloat when they gain years of experience and build their credibility with their audience. When people buy or hire, they don’t always go for the cheapest – customers are pretty discerning, they want value for money, and a brand they can trust. When you add in some thought leadership and promote yourself through education rich content, you claim expert status in your chosen niche. For some, this definitely requires a fundamental shift in mindset, and the way I approached it is from a place of generosity to put my ideas out there, embracing the whole notion of ‘sharing is caring’, rather than secrecy to protect your intellectual property. You’ll learn how to: • Identify your zone of genius and become specialised • Challenge your own assumptions and manage negative self-talk • Create your own brand story • Create a professional media bio • Pick the perfect pictures • Engage in your best audience spaces • And more! Becoming slightly famous is pretty important for marketing online – don’t be your industry’s best kept secret. You don’t have to be all over social media or in the press. Even if you just get a little bit more visible, it starts to position yourself and your brand in the target market you wish to serve. Resources and a free 10 Steps for Brand Positioning Checklist on the episode show notes page at http://jayallyson.com/podcast/showcase-your-expertise/.
17 minutes | Mar 11, 2022
062 5 Steps to Scoping and Pricing Consulting Proposals for Clients
If you’ve ever been approached by a client asking for a proposal and want to know what to consider when scoping a consulting project, this episode is really going to help you out. Through five steps, we’ll go through the key things you need to know from the client that will help you decide on your solution, your team and your pricing, and how to present that across the B2B customer journey. You’ll learn: • What to ask the client at each stage of the process • How to use consultative and coaching approaches to dig into their context, vision and objectives • Why asking open-ended questions and giving real time support builds credibility, trust and value into the process • What key information you need to get from the client before setting out a proposal and how to present the cost-benefits. • How to remain flexible and adaptable in the follow up and negotiation to get to a final agreement. Resources and a free consulting proposals template and guide in the show notes for this episode 62 available at leveragedbusinesspodcast.com.
22 minutes | Feb 25, 2022
061 Part 3 How to Increase Your Consulting Income Without Taking on More Clients - The Flexible Toolbox Strategy
Is it possible for consultants, coaches and specialists to achieve scalable delivery that feels bespoke to your client? In this episode, part 3 of our short series on increasing consulting income without taking on more clients, we’ll look at ways to be fabulously flexible. We cover the three rookie mistakes you'll want to avoid and how you can create a core programme or service and blend in options, leveraging the common elements and layering client specific needs on top. Further support and to book a strategy discovery call, go to the show notes available via leveragedbusinesspodcast.com.
28 minutes | Feb 11, 2022
060 Part 2 How to Increase Your Consulting Income Without Taking on More Clients – The Velvet Rope Strategy
Part 2 - After 15 years in business, I’ve learned a few strategies for growing a consulting practice that doesn’t involve taking on more clients. Finding ways to earn more, work less, grow faster are always the big goals for creating true freedom in your business and in your life. In this second part of our three-part series, I’m going to reveal a neat way to get uber selective with who you take on as a client alongside increasing the efficiency of your operational processes. It’s called a Velvet Rope Marketing Strategy. Once you have consistent marketing and sales flow going, you’ll want to leverage your time and energy by (a) pre-qualifying your prospects, and (b) building out the value in your program and increasing your prices. And velvet rope marketing has become an important way to attract better clients using exclusivity. In this episode, I share with you some questions that help you with business planning, focused on choice, value and prices, and how this impacts client work in your practice. You will learn how to plan to increase your consulting income without taking on more clients and create your own velvet rope policies by: 1. Increasing your fees 2. Systematising your operations 3. Cutting out unnecessary costs 4. Attracting better clients Resources and further support in the show notes at jayallyson.com/podcast/velvet-rope-strategy. To explore your best leveraged business options and velvet rope strategy, book a free strategy discovery session with me via jayallyson.com.
15 minutes | Jan 28, 2022
059 Part 1 How to Increase Your Consulting Income Without Taking on More Clients – The More for Fewer Hard Line Strategy
Part 1 - How to increase your consulting income without taking on more clients can seem an impossible equation to solve. Yet, this is at the heart of what creates leveraged consulting, enabling you to work smarter not harder, to earn more, work less and still see revenue growth. After 15 years running my own business and supporting others, I’ve learned a few strategies for growing and scaling a consulting practice that doesn’t involve increasing your client base specifically. There are three key ways I fixed the income ceiling that most solo professionals or small service businesses face. And that’s what we’re going to cover across the next three episodes. In this first part, we’re focus on narrowing what you do for clients, getting repeat work from existing clients, including saying no to things that don’t fit the core of what you do. This means working at the top of the tree, and where it makes working collaboratively with others so you can take on bigger, high-ticket engagements. If you’d love to solve this equation for yourself, book a free strategy discovery session with me via jayallyson.com and we can explore your specific leveraged business opportunities.
41 minutes | Jan 14, 2022
058 Leveraging the Power of Creative Problem Solving and Collaboration to Improve Business Results – Interview with Janice Francisco Part 2 Digital Transformation to Support Sustainable Growth
Part 2 of my interview with Janice Francisco. Here we focus on the challenges and opportunities that come from digital transformation. We talk about the process of innovation and team building both from our work with clients and more personally in our own organizations. Janice focuses on improving innovation outcomes in organizations. To do that she developed the ThinkUP Innovation Framework™ and the Innovative Instructional Systems Design™ model used in BridgePoint Effect’s training programs, such as Mindset Reveal and Collaboration to Produce Results. Since 2017, Janice has also been leading a global scale up through digital transformation in her own business, with the need to leverage operations, finance, marketing and services delivery. When you’re responsible for leading a team, you know how easy it is to be stressed out because your team isn’t working like it should. If you’ve hired carefully, but somehow the team isn’t working well, if they come to you with every question - it takes up a lot of your time. Yet, Janice argues that collaboration is a very learnable skill. As Principal Consultant, Facilitator & Coach, she has worked with over 500 teams helping them learn how to do it. Anyone who wants to transform their team can follow her simple process. (You can even use this process and tools at home!) What you'll learn: -- Should You Hire on the Basis of Team Skills? -- What Entrepreneurs and Corporate Innovators Have in Common -- The Importance of Enrolling Your Team in Your Vision -- The Distinct Parts of the Problem Solving Process Where Teamwork Works -- BridgePoint Effect’s Own Leveraged Strategy -- How to Start Exploring the Potential of Collaboration to Improve Teamwork. Register for Janice’s free introductory webinar for team leaders and business owners, link is in the show notes at: jayallyson.com/podcast/collaboration-to-improve-business-results/.
36 minutes | Jan 7, 2022
057 Leveraging the Power of Creative Problem Solving and Collaboration to Improve Business Results – Interview with Janice Francisco Part 1 Teamwork that Supports Innovation
Are you frustrated working with VAs or employees or associates, because you know your team could be stronger by leveraging everyone’s knowledge to innovate and achieve more? Great team results start with you, yet leaders shouldn’t have to feel frustrated and alone in a complex business environment. If you want to generate better business results whilst navigating change and uncertainty, this interview will set you off the right direction. In this two-part interview, I’m joined by the fabulous Janice Francisco, founder, CEO and Principal Consultant of BridgePoint Effect, a Canadian-based boutique consulting firm with a bold vision to transform the way leaders and their teams collaborate, innovate, and deliver outstanding business results. Janice works with frustrated leaders who know their teams can achieve more. After working with over 500 teams she knows that what initially looks like a change or innovation issue is really a collaboration problem. She helps company directors, business owners, executive leaders, and their teams to tap the power of a deliberately creative process to identify the problem-solving innovations. Janice has an MSc in Creativity and Change Leadership and works as a Trainer, Facilitator and Executive Coach. She invented the ThinkUP Framework™ so that leaders would love leadership again. It offers a practical toolkit and high calibre coaching that gives them the structure, skills and support needed to build an effective team. In the interview, Janice shares: --Why people have difficulty working together --Why we struggle to achieve what we’re collectively capable of --How what looks like a change or innovation issue initially is really a collaboration problem --Ways to help you work differently so your team works differently. Register for Janice’s free introductory webinar for team leaders and business owners, link is in the show notes at: jayallyson.com/podcast/teamwork-that-supports-innovation/.
29 minutes | Dec 22, 2021
056 Why Your Sales Funnel Leaks and What To Do About It to Increase Business Profits
Today we’re talking sales funnels! That is, the process by which your ideal client or customer finds you and follows a process of getting to know you, like you and trust you, enough to decide to work with you and buy from you. For any business owner, an online sales funnel is probably the most important marketing tool you have. Even if you’re B2B, you still need a sales process to find leads and nurture a trusting relationship. With so much of what we do going digital, our previous in-person methods of finding clients are less reliable. And yet many consultants, coaches and practitioners - both new and established in business - have a rather loose sales process and often a vague understanding of what a funnel is or how it works. That’s what we’ll look at in today’s episode. There are lots of words bandied about to do with sales funnels: landing pages, opt-ins, list building, sales letters, sales systems etc. and they are all pieces of a sales funnel. But it can be confusing which pieces you really need and how to get them working optimally. Failing to fully understand this critical part of your customer’s journey, and how they ultimately get to know, like and trust you, means fewer sales, lower profits, and ultimately, an un-leveraged business. So to get us thinking, I’ll start off by explaining why a sales funnel is important, talk through a simple funnel and how it works. And then for those of you who already have a marketing and sales process in place, we’ll turn to look at leaky funnels and how to fix them. What part of your sales process are you stuck on? If you’d find it useful to talk through with me where the bottleneck might be in your business right now and get some clarity on how to leverage a sales funnel, let’s get on a Free Business Accelerator Strategy Discovery Call and work it out together. Just go to strategycall.jayallyson.com and select the date and time that suits you! It’s as simple as that.
22 minutes | Dec 10, 2021
055 Ten Offers You Can Build into Your Leveraged Business Model to Create Multiple Streams of Income
For consultants, coaches and practitioners who are building a business around you, your expertise, your unique value proposition, it's important you have more than one 'offer'. Today we’re going to dive into ten new revenue streams in a consulting business that you can build more flexible and secure income. We talk about the different offers, and then we’ll go through how you might present them at different times in the customer journey and different ways to stack them so it’s a logical success pathway for people. In this episode, I dive into new ways to earn income that allow you to build more flexible and secure revenue models. I talk about new ways to meet your customers where they are, and help you create new income streams, even if to start with it’s just a trickle! We’ll go through ten different kinds of offer and how to stack the deck in your financial favour and in service to your clients, students and customers. Instead of just creating things that people consume, you can also create programs and services that people participate in. Show notes and support links available at jayallyson.com/podcast/create-multiple-streams-of-income/.
11 minutes | Nov 26, 2021
054 Who Moved My Clients! Navigating Change in Business Success to Reimagine, Energise and Streamline Business Growth
The current times have changed an awful lot of things, right. And it’s thrown a few people who are finding it hard to find the right routes to success in the new territory. Today we’re talking about change, change in the world around us, change in what people want, change in our thinking and in our working habits. Not change for the sake of it, but change that enables and empowers. For some these are major changes both wanted and unwanted – job moves, relationship changes, business pivots. All of these things impact our time, motivation and energy. In the episode title, I’m taking liberty on a famous parable and book, Who Moved My Cheese, to explore who moved my clients. For our purposes in business, cheese represents what we consider success – getting and working with clients whether for income, influence or impact, or all three! Through the pandemic, things have shifted substantially for businesses as they have for our lives, so you won’t find clients in the same places or the same way you used to find them. The truth is though, clients and customers haven’t disappeared, they’ve just moved. The question is: when you really start to notice that the cheese has moved, that you can’t find clients the same way you used to find them, what do you do about it? And that’s what we’ll look at in this very brief episode. When you're ready, I invite you to book a strategy discovery call with me to find out your path to navigating change and energising your business growth. Go to jayallyson.com/contactme/.
27 minutes | Nov 12, 2021
053 How to Leverage Your Unique Success Strategy and Create Accelerated Business Plans from Starting Up to Scaling Up Online
The pandemic has forced many businesses, large and small, into accelerated business plans for digital transformation, notably the rapid shift to online modes of delivery and marketing channels. Meeting customer expectations and getting a fair share of digital customers is increasingly driving strategy. If you’re reinventing your business model or even just starting with a new online offer and need to get momentum, or if you’ve a sellable offer but want to scale – you want to do it well, and you want to do it fast. For those of you building a business around your expertise, make an impact, and at the same time earn what you’re worth, there are several stages you go through. Getting to the next level can feel like a whole new ball game - new challenges, new obstacles, new skills to get your head around. This episode is all about how you can accelerate that process. When you have a focused business acceleration strategy and clear plan of action, support and accountability to execute it, you’ll spend less time on the runway or spinning around mid-air and more time making progress towards your desired destination. How would it feel to have a 90-day business acceleration plan customized just for your business? Tune into this episode to find out how to create your unique success strategy for business acceleration. Links to resources and support in the show notes at jayallyson.com/podcast/leveraged-business-acceleration/ and you can book a free strategy discovery call at jayallyson.com/contactme/.
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