Double Your Freelancing Podcast - S03 Episode 1: Roadmapping Strategies with Gabi Logan

S03 Episode 1: Roadmapping Strategies with Gabi Logan

07/10/18 • 33 min

My guest today is Gabi Logan, who offers one-on-one coaching and has a recurring revenue knowledge base/database business, retreat center offering events, and weekly webinar. She also does high-end consulting engagement for travel destinations and serves as a certified executive coach.

On today’s episode, we discuss hurdles she has experienced with roadmapping in her consulting business to get more clients and increase revenue.

Today’s topics include:

Client Perspective: Addressing problems in time; clarifying what they
need to work on
Branding Project: The big picture, what’s hot now, and where people
really want to go
Consultation/Coaching Structure: Start with phone calls to determine
client’s needs
Send a form/survey in advance; give a list of recommendations based
on responses
What have you tried in the past? What worked and what didn’t?
Final Question: Is there anything else you would like to tell me?
Know mistakes client’s made in the past to avoid proposing the same
option
Use call as an interview - what’s on your mind? Let client do the
talking
If you’re not coaching or managing your client, engagement does not
end well
Don’t be an order taker - strategic input gets less value and rates
go down
Psychically know what clients want, but client does the work
Value your strategic input; roadmapping is a plan for the client
Give clients a taste of what it’s like to work with you, and what
it’s like to work with clients
Market being flooded with incompetent remote providers
Curate relationships with clients; build trust and authority with
clients early on
Having a plan helps prevent imposter syndrome

Resources and links:

Dream of Travel Writing

On today’s episode, we discuss hurdles she has experienced with roadmapping in her consulting business to get more clients and increase revenue.

Today’s topics include:

Client Perspective: Addressing problems in time; clarifying what they
need to work on
Branding Project: The big picture, what’s hot now, and where people
really want to go
Consultation/Coaching Structure: Start with phone calls to determine
client’s needs
Send a form/survey in advance; give a list of recommendations based
on responses
What have you tried in the past? What worked and what didn’t?
Final Question: Is there anything else you would like to tell me?
Know mistakes client’s made in the past to avoid proposing the same
option
Use call as an interview - what’s on your mind? Let client do the
talking
If you’re not coaching or managing your client, engagement does not
end well
Don’t be an order taker - strategic input gets less value and rates
go down
Psychically know what clients want, but client does the work
Value your strategic input; roadmapping is a plan for the client
Give clients a taste of what it’s like to work with you, and what
it’s like to work with clients
Market being flooded with incompetent remote providers
Curate relationships with clients; build trust and authority with
clients early on
Having a plan helps prevent imposter syndrome

Resources and links:

Dream of Travel Writing

Previous Episode

S02 Episode 6: Drip Automation Software with Dustin Robertson

My guest today is Dustin Robertson, chief marketing officer (CMO) of Drip. Dustin has been with Drip for just over a year and came from a business to consumer background. He started Backcountry.com, where he was educated on digital marketing while growing that business. After learning eCommerce and digital marketing, he wanted to venture into online travel and develop data marketing tools. Fortunately, he met people from Drip and discovered the company had a platform that could handle database marketing at scale for eCommerce marketers.

On today’s episode, we discuss marketing automation now and in the future. Automation done right is transformative - both for businesses and their customers.

Today’s topics include:

Describing the possibilities of automation
Being interested in marketing automation - email is center of the
universe
Educating clients on cart abandonment and another issues or services
Moving toward various ways to communicate for engagement and
purchases
Shifting to an eCommerce business model for selling
Evolving ecosystem into a command center for all online marketing
activities
Naming and defining Drip’s electronic customer relationship
management (eCRM)
Specializing in marketing automation will get you tons of success
Overturning objections for time investment involved with setting up
automation

Resources and links:

Next Episode

S03 Episode 2: Why Roadmapping is a Priority with Matty McLain

When your business is small, you need to carve out a niche and engage clients. Know what you can do for them, and put into words what you can deliver. You need to determine whether you want to work with others or not. How do you roadmap your business?

My guest today is Matty McLain, who works for small companies and startups to help them tighten their sales process and get clients. What keeps business owners up at night and bothers them? Matty looks inside the businesses and determines how to make them better.

Today’s topics include:

Craft proposals based on what clients say and address their pain
points
Purpose of roadmapping to understand and overcome objections
Hesitations that clients will hire you; frustrations over wasted
research and time
Create email list following that generates leads and be active in the
community
Pitch roadmapping via a call; create roadmapping summary of sales and
marketing plan
Funnel: Lead comes in; consultation; qualify client for roadmapping;
pitch roadmapping; deliverable report; and sell bigger project
Silent Killer of Small Business: Giving too many proposals that you
don’t win
Conversion rates go up when you offer someone a taste of something
bigger
First dollar is the hardest to make; companies initially go with
lower-priced options
Time with company leaders to vet them and determine if you want to
work with them
Trust that you own abilities can impact a business
Things to be aware of and consider when thinking about selling paid
roadmapping
Find a way to charge for value
Proposal: Here’s where you’re at, here’s where you want to be; given
my experience and our discussions, the best way to get from here to
there is...
Customer Service Era: People’s expectations are higher; you have to
deliver an experience
Lessons Learned: Have a process, and sell roadmapping as the first
step