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

07/10/18 • 33 min

Double Your Freelancing Podcast

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:

plus icon
bookmark

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:

Previous Episode

undefined - S02 Episode 6: Drip Automation Software with Dustin Robertson

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

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

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

Resources and links:

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