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Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

Matthew Pollard, Business Coach, Entrepreneur, Sales and Marketing Strategist

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Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

Matthew Pollard, Business Coach, Entrepreneur, Sales and Marketing Strategist

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A business coach’s #1 source for critical sales training, proven business coaching education, and actionable coaching worksheets, all downloadable for immediate use with your clients.

Latest Episodes

How to Make Networking Work for You (2 of 2)

That’s right; you no longer can sit and wait for your neighbors to find you. If you don’t start making sure people know what you know, they will just go elsewhere. This session follows on from the last with Judy Robinett, where we talked about the importance of networking. In this session, we discuss how to map your network and start making it work for you. Episode outline: Social media, ecommerce and video conferencing has allowed each and every individual to connect with more people and do business outside local boundaries. For people that go into this brave new world prepared, it is an opportunity like no other. For those that treat business and networking the same way as the past, it will leave them sorely surprised. The days where opening a shop on the corner guarantees you trade are gone. No more does being the only accountant in town mean you will get the business of everyone around you. Unwritten rule Judy suggests that there is an unwritten rule to the success you can ach...

22 MIN2015 JUN 20
Comments
How to Make Networking Work for You (2 of 2)

How to Make Networking Work for You (1 of 2)

When it comes to networking, people commonly suffer from two major issues: * Getting in a room of quality prospects, rather than just other people that do what they do * Talking to the right people when they're in the right room This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller. Episode outline: Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and "icky." Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way. One of the most common problems is that we tend to network around like-minded people. * If we’re a coach we network with other coaches * If we’re a dentist we network with other dentists This...

18 MIN2015 JUN 18
Comments
How to Make Networking Work for You (1 of 2)

Discover More About Your Business Coaching Clients

The "Get to Know Yourself" template should follow directly after episode 21’s ForceField Analysis, and should be completed as part of your first paid client sessions. As a business coach, you need to understand your clients on a deeper level. To add to that, as discussed in session four, running a business can be chaos and your client may not have had time to truly understand themselves. The "Get to Know Yourself" template is designed to get everything out on the table, so you can start helping your clients where they need it most. Episode outline: I want to preface by saying: use your discretion before using this worksheet with corporate clients. While it is amazingly useful when working with them, many consider it life coaching and it can lose you rapport. When working with corporate, if I decide to use the worksheet, I like to add on the phrase, "when you’re working," to the start of each question. I find it makes them feel more at ease with the questioning. Small businesses, h...

15 MIN2015 JUN 4
Comments
Discover More About Your Business Coaching Clients

How to Make Email Marketing Work for You

So why is it, when clients are the life blood of any business, we don’t go out of our way to reconnect with these potentially willing to buy clients? Sure, we tell ourselves, "It is because it was only a quick introduction," or perhaps you think they gave you their card "just to be nice." Maybeyou just don’t feel "comfortable," but the reality is: you just don’t know where to start. This is exactly why today on Better Business Coach podcast I have asked a close personal friend and iTunes top 100 podcaster, John McIntyre, to offer some advice on how he would re-engage with these prospects with emails that sell. Episode outline: Forget about hacks – Writing emails that engage and sell isn’t about the perfect subject line, the perfect email, or the perfect pitch. It’s about understanding who you’re trying to talk to, what their problems are, and what you need to say to move them on to the next step. John says, "There is no magic to it; just be cool about it." The 5 steps to gett...

20 MIN2015 MAY 15
Comments
How to Make Email Marketing Work for You

ForceField Analysis - How to Start a Business Improvement

The ForceField Analysis should follow directly after episode 20’s SWOT Analysis, and should be completed as part of your first paid client sessions. The ForceField Analysis is amazingly useful for helping your client, and you as their coach, understand the terrain before making any change or improvement.It’s also a great way to ensure your client doesn’t miss out on potential supporters that may aid their success, or fall victim to unforeseen hurdles. Episode outline: You may have clients that you believe might find the SWOT Analysis overwhelming or too complicated. For these clients you can choose to skip it all together and move straight through to the ForceField Analysis. To do this, you will take the biggest challenge (problem) given by the client in the "Where Is Your Business Now"worksheet and then move straight into discussing what improvements and/or changes would fix this. Once this is done, it is an easy transition into what will help (and stop) them from getting there,...

8 MIN2015 MAY 1
Comments
ForceField Analysis - How to Start a Business Improvement

SWOT Analysis - How to Ensure Business Success

This worksheet follows shortly after the "Where Is Your Business Now?" worksheet, explained in session 13, and should be completed as part of your first paid client session. You will also find SWOT helpful when creating SMART business goals, as outlined in session 17. SWOT will really help your client understand if the goals they are setting themselves are achievable for their organization, or if they should be increased/reduced to better motivate and drive the organization to a higher or more realistic target. Episode outline: The SWOT analysis is a coaching tool that is too often undervalued, generally conducted once in every coach’s initial meeting and then put in the drawer never to be seen again. To me, the SWOT analysis is one of the most important documents in niche marketing and in ensuring business longevity. I believe the SWOT analysis should be conducted every six months and be viewed as an organizational insurance policy. By doing this, an organization will make sure it...

22 MIN2015 APR 5
Comments
SWOT Analysis - How to Ensure Business Success

An Abundance Mindset is the Key to Success (2 of 2)

Rich people talk about abundance all the time, but they don’t have bills stacking up and mouths they can’t afford to feed. So where does the abundance mindset fit in the "real world?" In thelast session with JV Crum III we talked about heart passion, deciding the kind of coach you want to be, and overcoming the discomfort around charging for what you do. In this session JV shares his views on abundance and why you must master it to achieve success. Episode outline: It's fine for people that have already achieved success to have an abundance mentality, but what if you need clients NOW or you soon won’t be able to pay your bills? If you’re in this situation, how can you possibly have the abundance mindset? JV suggests that you start by asking yourself which of the below three ways of thinking is going to provide you the highest chance of getting rich: * Sitting around thinking the world has scarce resources and obtaining success will be hard/impossible. * Thinking that you don’t ...

14 MIN2015 MAR 31
Comments
An Abundance Mindset is the Key to Success (2 of 2)

How To Differentiate While Staying Authentic (1 of 2)

You've been hearing it everywhere: If you want to be successful, you need to differentiate. But how do you do it without losing what is uniquely you in the process? That’s exactly why today, in part one of this two part series, I have asked JV Crum III to join us. Listen as he shares his views on heart passion and deciding what kind of coach you truly want to be. During this session, JV also drops some indisputable logic on you that should help to dissolve your fear and discomfort around charging for what you do. Think that’s a lot? Just wait for part two! JV will be sharing his views on abundance and why it is a mindset you must embody, even if you have a dire need for clients. Episode outline: Many people try to differentiate themselves based on a keyword that is easy to get to the top of Google, or a topic that is hot at the moment. The truth is while it may get you some success, it isn’t the key. People shouldn’t try to differentiate themselves with something that isn’t tru...

22 MIN2015 MAR 30
Comments
How To Differentiate While Staying Authentic (1 of 2)

Forget About Goals - Why is the Key to Success

In this session of Better Business Coach Podcast, I release my secret to hitting the ground running with clients from minute one of their first paid session. As a coach, you don’t have to leave initiating the coaching experience to your first paid session, you can set tasks that will aid you in your preparation. This task will ensure that you are crystal clear about where the client wants to go and that each one of your sessions has a laser focus in getting them there. Episode outline: “People with goals succeed because they know where they are going, it’s as simple as that.” - Earl Nightingale Over one-hundred years of business research tells us that businesses that perennially do wellregardless of geography, market or conditions are the ones that set goals. The ones that fail are ones that didn't set goals and fail to plan. It is clear that there is a direct cause and effect relationship between goal setting and success, so why when coaching wouldn’t you want to know your cli...

22 MIN2015 MAR 25
Comments
Forget About Goals - Why is the Key to Success

Pricing and Packaging - What You Need to Know (2 of 2)

We have all been there. Following on from last session with Dev Singh where we talked about personal branding, differentiation, and how so many get it wrong, in this session we discuss how you can use packaging to remove the dollar sign from your forehead. Dev also gives some great ideas on how you should decide on your hourly rate, which makes it another great follow-up session to session 14 on pricing and packaging. Episode outline: Per hour mentality People have a misconception that if they are going to be an expert they need to charge big dollars by the hour - after all, that’s what the family accountant and lawyer does. If you want to be successful as a coach, you need to lose the "per hour job mentality." Charging as a package or monthly fee Doing this will remove the price tag from your forehead. This means people stop looking at the clock to ensure they don’t run over their budgeted time. Also, if you need 10 minutes more to bring home the entire point of the session, the ...

22 MIN2015 MAR 18
Comments
Pricing and Packaging - What You Need to Know (2 of 2)

Latest Episodes

How to Make Networking Work for You (2 of 2)

That’s right; you no longer can sit and wait for your neighbors to find you. If you don’t start making sure people know what you know, they will just go elsewhere. This session follows on from the last with Judy Robinett, where we talked about the importance of networking. In this session, we discuss how to map your network and start making it work for you. Episode outline: Social media, ecommerce and video conferencing has allowed each and every individual to connect with more people and do business outside local boundaries. For people that go into this brave new world prepared, it is an opportunity like no other. For those that treat business and networking the same way as the past, it will leave them sorely surprised. The days where opening a shop on the corner guarantees you trade are gone. No more does being the only accountant in town mean you will get the business of everyone around you. Unwritten rule Judy suggests that there is an unwritten rule to the success you can ach...

22 MIN2015 JUN 20
Comments
How to Make Networking Work for You (2 of 2)

How to Make Networking Work for You (1 of 2)

When it comes to networking, people commonly suffer from two major issues: * Getting in a room of quality prospects, rather than just other people that do what they do * Talking to the right people when they're in the right room This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller. Episode outline: Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and "icky." Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way. One of the most common problems is that we tend to network around like-minded people. * If we’re a coach we network with other coaches * If we’re a dentist we network with other dentists This...

18 MIN2015 JUN 18
Comments
How to Make Networking Work for You (1 of 2)

Discover More About Your Business Coaching Clients

The "Get to Know Yourself" template should follow directly after episode 21’s ForceField Analysis, and should be completed as part of your first paid client sessions. As a business coach, you need to understand your clients on a deeper level. To add to that, as discussed in session four, running a business can be chaos and your client may not have had time to truly understand themselves. The "Get to Know Yourself" template is designed to get everything out on the table, so you can start helping your clients where they need it most. Episode outline: I want to preface by saying: use your discretion before using this worksheet with corporate clients. While it is amazingly useful when working with them, many consider it life coaching and it can lose you rapport. When working with corporate, if I decide to use the worksheet, I like to add on the phrase, "when you’re working," to the start of each question. I find it makes them feel more at ease with the questioning. Small businesses, h...

15 MIN2015 JUN 4
Comments
Discover More About Your Business Coaching Clients

How to Make Email Marketing Work for You

So why is it, when clients are the life blood of any business, we don’t go out of our way to reconnect with these potentially willing to buy clients? Sure, we tell ourselves, "It is because it was only a quick introduction," or perhaps you think they gave you their card "just to be nice." Maybeyou just don’t feel "comfortable," but the reality is: you just don’t know where to start. This is exactly why today on Better Business Coach podcast I have asked a close personal friend and iTunes top 100 podcaster, John McIntyre, to offer some advice on how he would re-engage with these prospects with emails that sell. Episode outline: Forget about hacks – Writing emails that engage and sell isn’t about the perfect subject line, the perfect email, or the perfect pitch. It’s about understanding who you’re trying to talk to, what their problems are, and what you need to say to move them on to the next step. John says, "There is no magic to it; just be cool about it." The 5 steps to gett...

20 MIN2015 MAY 15
Comments
How to Make Email Marketing Work for You

ForceField Analysis - How to Start a Business Improvement

The ForceField Analysis should follow directly after episode 20’s SWOT Analysis, and should be completed as part of your first paid client sessions. The ForceField Analysis is amazingly useful for helping your client, and you as their coach, understand the terrain before making any change or improvement.It’s also a great way to ensure your client doesn’t miss out on potential supporters that may aid their success, or fall victim to unforeseen hurdles. Episode outline: You may have clients that you believe might find the SWOT Analysis overwhelming or too complicated. For these clients you can choose to skip it all together and move straight through to the ForceField Analysis. To do this, you will take the biggest challenge (problem) given by the client in the "Where Is Your Business Now"worksheet and then move straight into discussing what improvements and/or changes would fix this. Once this is done, it is an easy transition into what will help (and stop) them from getting there,...

8 MIN2015 MAY 1
Comments
ForceField Analysis - How to Start a Business Improvement

SWOT Analysis - How to Ensure Business Success

This worksheet follows shortly after the "Where Is Your Business Now?" worksheet, explained in session 13, and should be completed as part of your first paid client session. You will also find SWOT helpful when creating SMART business goals, as outlined in session 17. SWOT will really help your client understand if the goals they are setting themselves are achievable for their organization, or if they should be increased/reduced to better motivate and drive the organization to a higher or more realistic target. Episode outline: The SWOT analysis is a coaching tool that is too often undervalued, generally conducted once in every coach’s initial meeting and then put in the drawer never to be seen again. To me, the SWOT analysis is one of the most important documents in niche marketing and in ensuring business longevity. I believe the SWOT analysis should be conducted every six months and be viewed as an organizational insurance policy. By doing this, an organization will make sure it...

22 MIN2015 APR 5
Comments
SWOT Analysis - How to Ensure Business Success

An Abundance Mindset is the Key to Success (2 of 2)

Rich people talk about abundance all the time, but they don’t have bills stacking up and mouths they can’t afford to feed. So where does the abundance mindset fit in the "real world?" In thelast session with JV Crum III we talked about heart passion, deciding the kind of coach you want to be, and overcoming the discomfort around charging for what you do. In this session JV shares his views on abundance and why you must master it to achieve success. Episode outline: It's fine for people that have already achieved success to have an abundance mentality, but what if you need clients NOW or you soon won’t be able to pay your bills? If you’re in this situation, how can you possibly have the abundance mindset? JV suggests that you start by asking yourself which of the below three ways of thinking is going to provide you the highest chance of getting rich: * Sitting around thinking the world has scarce resources and obtaining success will be hard/impossible. * Thinking that you don’t ...

14 MIN2015 MAR 31
Comments
An Abundance Mindset is the Key to Success (2 of 2)

How To Differentiate While Staying Authentic (1 of 2)

You've been hearing it everywhere: If you want to be successful, you need to differentiate. But how do you do it without losing what is uniquely you in the process? That’s exactly why today, in part one of this two part series, I have asked JV Crum III to join us. Listen as he shares his views on heart passion and deciding what kind of coach you truly want to be. During this session, JV also drops some indisputable logic on you that should help to dissolve your fear and discomfort around charging for what you do. Think that’s a lot? Just wait for part two! JV will be sharing his views on abundance and why it is a mindset you must embody, even if you have a dire need for clients. Episode outline: Many people try to differentiate themselves based on a keyword that is easy to get to the top of Google, or a topic that is hot at the moment. The truth is while it may get you some success, it isn’t the key. People shouldn’t try to differentiate themselves with something that isn’t tru...

22 MIN2015 MAR 30
Comments
How To Differentiate While Staying Authentic (1 of 2)

Forget About Goals - Why is the Key to Success

In this session of Better Business Coach Podcast, I release my secret to hitting the ground running with clients from minute one of their first paid session. As a coach, you don’t have to leave initiating the coaching experience to your first paid session, you can set tasks that will aid you in your preparation. This task will ensure that you are crystal clear about where the client wants to go and that each one of your sessions has a laser focus in getting them there. Episode outline: “People with goals succeed because they know where they are going, it’s as simple as that.” - Earl Nightingale Over one-hundred years of business research tells us that businesses that perennially do wellregardless of geography, market or conditions are the ones that set goals. The ones that fail are ones that didn't set goals and fail to plan. It is clear that there is a direct cause and effect relationship between goal setting and success, so why when coaching wouldn’t you want to know your cli...

22 MIN2015 MAR 25
Comments
Forget About Goals - Why is the Key to Success

Pricing and Packaging - What You Need to Know (2 of 2)

We have all been there. Following on from last session with Dev Singh where we talked about personal branding, differentiation, and how so many get it wrong, in this session we discuss how you can use packaging to remove the dollar sign from your forehead. Dev also gives some great ideas on how you should decide on your hourly rate, which makes it another great follow-up session to session 14 on pricing and packaging. Episode outline: Per hour mentality People have a misconception that if they are going to be an expert they need to charge big dollars by the hour - after all, that’s what the family accountant and lawyer does. If you want to be successful as a coach, you need to lose the "per hour job mentality." Charging as a package or monthly fee Doing this will remove the price tag from your forehead. This means people stop looking at the clock to ensure they don’t run over their budgeted time. Also, if you need 10 minutes more to bring home the entire point of the session, the ...

22 MIN2015 MAR 18
Comments
Pricing and Packaging - What You Need to Know (2 of 2)
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