Interviewed By Vince Warnock - Chasing The Insights

Vince warnock interviews Peter ODonoghue on how to create b2b consulting offers, lad high value clients and make more profit.

Interviewed By Vince Warnock - Chasing The Insights

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00:28 . The marketer, the entrepreneur, the small business owner. I'm your host, with Swannak and in each episode, we talk to the biggest and brightest brains of marketing, extracting every ounce of insight to give you that unfair advantage as you grow your business.

00:45 Hello, beautiful people. Welcome to another episode of Chasing the Insights. How you all doing? Thank you so much for taking time at the busy, very busy day to join me, Vince Warnock.

00:54 Here with you to talk to some of the, oh my goodness, some of the most experienced and talented people in the industry and you're going to be very excited about this episode because I'm about to introduce you to Peter.

01:04 But before I get into that, very quickly, I don't want you to miss a single episode. So whatever platform, whatever app, whatever tool, basically, however you're listening to the show right now, if you haven't already, reach out and give that subscriber follow button to push.

01:16 That way you notified every time there's a new episode. Anyway, my friends, we are not going around with this episode because you've seen the title of it and you are hanging on the edge of your seat wanting to know more because we're going to be talking to Peter O'Donohill, the Peter O'Donohill, about

01:31 how to get your next five paint, high paint consulting clients. Now, Peter works with entrepreneurial consultants who are usually under the 1 million revenue point and relying on outdating methods or no methods at all.

01:45 So he comes in there to help them proactively create a predictable source of new clients. And by the way, who doesn't want that?

01:52 Now, apparently, Peter draws on 25 years of experience growing technology companies and professional service-based companies. But when you see Peter, there's no way you started when you're like five or 10 years old, Peter.

02:02 So I'm calling B is on there already. But anyway, Peter grew up in a grew-assales training company that he hated and was glad when Google algorithm changed wiped out all the business overnight and they're taught him to never put himself in a position to sell time.

02:19 Now, in addition to all of that, get this. Peter took some time out to race around the world in a yacht race, spinning 11 months at sea.

02:27 So as you can tell, he loves adventure, loves mountain biking, all those kind of things, definitely not the same as me there, Peter.

02:33 So Peter, thank you so much for joining us on the show, man. Honestly, absolutely honor having you here with us.

02:38 Oh, Vince, thank you very much. You're way too kind. Certainly, you're out with questioning your honesty about the age thing.

02:47 Hey, so they're all saying, be a sweater and do yourself to people and tell them they look younger than they really do.

02:51 And they're seeing, you know, you're just, it's definitely when people see this, there's definitely an a, there's a phrasing consulting about having the greas and I've definitely have that.

03:02 Although I realized the idea of podcast probably about four or five years ago, and the guy to the podcast would sense his, his picture after his editor who ever it was for editing.

03:13 And when he put the podcast up in the picture that they, they, I'd given them, I had gray hair, but they kind of made it this orangey fake brownish and it looked horrible.

03:23 But, but it was a great podcast. So what you do is with it. So there we go. But thank you very, very much.

03:28 It's absolutely. Well, thank you for having us here. And I will just like honestly, the gray here, like, as a bald man, I get a little bit jealous when people have an massive hit of gray here.

03:38 I think it looks, it looks so distinguished. It's awesome. Anyway, I just want to caveat there is I don't have a massive head of beer.

03:48 Anyway, I'm very excited about this Peter, because we are going to be talking about how to get your nicks five high paying consulting clients.

03:57 And as I said, everyone's seeing the title of this episode, they're all hanging on every, they're all telling me to show up right now.

04:03 So you can get started and tell them exactly how they can get those five high paying consulting clients. But before we do, just calm down everyone before we do, Peter, everyone's going to have their own interpretation of what a high paying consulting client is.

04:15 Everyone's going to have their own interpretation there. When you're talking about this, what is your definition? Yeah, so for me, my client talent, the people that I'm invested to working with are usually B to B consultants.

04:29 So in a B to B, as opposed to coaches, and I know your audience, you do have coaches and consultants as well.

04:37 So for me, high paying client is really wherever that service is. You look at, you know, it's about 100, 200, 300,000 for me pounds.

04:50 It is a typical but the clients I work a lot with are just so one million. Everyone wants to chase the 800,000 pound deals and bigger.

05:03 They use to look at where you are in terms of development. And it's like, so typically it could be, you know, 50, 100k plus as is your what I call your core offer.
05:16 And we kind of go deep into very early on. So one of my premises is, you know, get five clients.

05:24 But what most people don't do is in a very attractive front end offer. And that front end offer can be anywhere five to 100,000.

05:34 But that's just your front end offer. And usually it's around about 10% of what or offer. Yeah. So for an example of that, a couple of many, many years back, who were consulting into the aerospace industry.

05:51 And they were both a huge success and a failure for me at the same time because the remit of them working with me was to get them meetings and appointments were senior people in global airlines, which we did, you know, I've still got the screenshots of their business development guy got, oh my God,

06:08 I've got the CFO COO of LeFvence, replying to my email, you know, in two days like, Oh, no, no, no, no, I've got this coming.

06:16 I've got this coming. But the reality is unfortunately, I think the consulting company actually went to the wall a couple of two years later.

06:25 And because they're big, their offer was like, their front end offer is half a million for a diagnosis. And to do that, they had to get, you know, maybe five to 10 people in a country and then they had to analyze at least five different countries to do that.

06:43 So you're looking at, you know, before you can make your first say, oh, you're going to engage 50 people to say, or you know, 25 to 50 people.

06:50 So, wow, that's the challenge. So for me, you know, you're looking at that, you know, so if you're a solo consultant, you know, 25, 30, 40, 50k deal, but 10 of those in a year is better, you know, I teach consistent cash flow as well.

07:11 So it's probably a really long answer to a very short question. There's no one numerical value, but it's looking at your overall offer in.

07:23 So there's, you know, as well. So, you know, I was talking about a Peter as being like a slither. So you, if what you teach with you or what you're offering with your main programmers, you know, A to Z, then take out maybe, maybe D or maybe S, you know, as a thing, take that out as a slither and offer

07:43 . That is your, your kind of lower ticket item. It's just such a, because if they get the, if they get the wins with that, if they understand the value that you're adding to them with that small offer, then obviously they think, hey, what would it be like if I had A to Z?

07:56 You know, like this will be amazing. So yeah, I love this. And I've done some of my, I guess my listeners are kind of disservice, you know, again years ago, because I used to call it a foot in the door offer.

08:08 And that's wrong really, because people took that and like, right, we've got to create anything to kind of foot in the door.

08:14 No, you don't. That's definitely the wrong way about it. Because you, you have to create something. If you're doing that, you've got to create something that naturally leads on to the next sale and the next sale.

08:24 Yeah. But also, it's just like, people are, I find consultants are drawn into like the big deal size in the big these size, but you've also got a cash flow of business.
08:34 So, you know, like don't, you know, I'd prefer, I would prefer some of my clients to sell for five K deals in a month that can cash flow a salesperson or someone to deliver a friend and offer to allow them to take the step back.

08:52 So, you know, there's no ego around what is a high paying client, but it's, you know, it's not a an eight-inch of quit coming in and train our staff for a day type thing.

09:03 You know, I love that the, that approach as well because it really does de-risk a lot of the sales processes that you're going to do because if obviously if you're chasing that, you know, $800,000 deal, you're working for months and months on that with a team and it falls through, which does happen.

09:17 You're back to the drawing board. You've invested so much in that already and you've wasted or at least, you know, and not be optimal with that time and that money.

09:26 So, I love this. And I would just like to clarify, I know we are talking very much about B2B clients here, right?

09:31 And this is where you're the expert Peter, but you and I had a good conversation beforehand around what we're going to cover here and the whole process is this.

09:39 And I can tell you now this is transferable to coaches. This is transferable to consultants that's transferable to, it's even transferable in a way to B2C.

09:47 You just have to think a little bit different there. So, talk us through then. Everyone's, everyone's dying to know the other all going, okay, what's the process?

09:55 Talk it through to me, Peter. Someone come to you, anyone listening to this came to you as the competitor. I want those five high paying consultant to consulting clients.

10:04 Help, where do we start? Yeah, I think I'm going to shock people with this simplicity. Because it's simplicity applied with consistent.

10:15 So, first thing, stop 80% of what people are doing. So, I'm a big believer of context. So, when I speak to a lot of clients, yeah, if they're sub 1 million, they need one, what I call a growth engine, but most are trying to do all these different things, the big marketing companies are doing, big companies

10:34 marketing departments, a lot of staff are doing. But with no context of why they're doing it. So, most of the time, you just can't stop most of those things.

10:44 So, first thing is identifying and get absolute solidarity on your ideal client profile. Who is your target audience? And for most consultants, that might be 5,000 companies, even less.

10:59 So, then you're really in the realms of being able to target efficiently, because it might be a technology stack they're using.

11:06 It might be a stage of development. So, whatever it is. But for most organizations in that consulting, where you can come down, everyone client, they're talking 150 organizations.

11:17 So, you know, get clarity. Process our number of different people per organizations. So, step one, get absolute part of a linked overall strategic offer in your business.

11:38 So, it's an offer that is looking at one specific pain that an organization is facing. And then this is the third part is the golden magic to all of this.

11:53 You go and contact people. Yeah, it's just like shocking. If you shouldn't say, and I know this, you know, I've worked with tech and SaaS and same applies.

12:06 Okay, look, so you've got a thousand target clients. Each one of those you might have four key people that you profile.

12:14 They're in what we call the DMU decision making units as your best guest people in today's society. Those job type goals would match the responsibility of owning the pain.

12:27 Probably five percent of those thousand companies are in the stage of awareness, where they either are looking for a solution or they understand they have a pain.

12:37 If you're sub one million as a consulting company, you don't want to be educating the market. So, you know, if you've got something really thoughtly to ship inspirational, tie it back to a known pain, because it's going to take a long time to get in in an unknown pain, and you don't really have the

12:56 time or the ability to cash flow that if you're sub one million. So, identify a known pain, target the organizations and approach them.

13:06 And that's and do then that consistently for 90 days. I love how simplistic this is, but also incredibly accurate and effective as well.

13:16 So, let's kind of talk about this because you talked about the idea of creating their resourceable friend and offer, but that speaks to one problem that your client has.

13:26 How do we know what their one problem is? And I know this is different for every market and every client, but one process will we go through to say, okay, I understand my ideal client, they've got like half a dozen different problems.

13:37 What is that? How do I know, which is the area I should focus on? So, you either know that intuitively, most consultants, certainly they come from the industry.

13:48 Now, if you look at, say, the difference between consultants and SaaS entrepreneurs, you know, SaaS entrepreneurs are hunting for the problem and they don't care the industry that it's in.

13:57 They just want to build a business, they want to build a SaaS product and they'll hunt the industry in the pain.
14:02 Whereas most consultants come from a, you know, we consulted in aerospace, we consulted in shore and so banking. So, you either intuitively know where, and that's fine, you know, most too.

14:16 Some miss it because even though they are what I call world class consultants, they've been a couple of steps away from the origination of why they're running those projects.

14:27 So, if I'd clients that were running global projects, people that are, you know, at least people are, you know, up there.

14:34 But they didn't understand the organizational pain of how those projects were originated because they were the deliveries. So, you know, if that's the case then, you know, it's again questioning and understanding why the project you've worked on before were originated.

14:48 If you really don't understand and that's fine, now it's time to do a bit of work. So, I teach my clients the process called client insight interviews, which is again, don't over complicate the process here.

15:02 You know, you know, your company, contact them and ask to interview them. The hard part is taking the step back when you get on a call with them, you really have to approach it with a view of and taking a step back, I'm not going to pitch and sell on this one.

15:24 And I'm really going to ask them and chunk up about a day in their life, what's taking their priorities because it's no longer about the problem in the zone of what you solve.

15:34 It's also about what else is taking their, their importance, their time, their necessity because while we all think we fix problems are really important in the context of the other businesses, your targeting, there might be something equally important if not more important.

15:51 And while yours is important, if it's not high up on the scale right now. So you either know intuitively or you've got to do a little bit of work or some mold what you know or quite development insights and come target 20 to 40 people interview them 45 minutes, get them transcribed and then they will

16:09 be your first pot of clients as well once you do that. I love the fate that we've identified our ideal clients and now we're trying to work out what their problem is that we're going to face.

16:19 And it literally is the exact same step as the last one. Go out and talk to people. Actually, understanding your clients, you just kind of would it all those people that suddenly get I don't want to call my client, I don't want to contact them.

16:30 It's exactly how you're going to find the problem you're solving, it's exactly how you're going to sell to them things as well.

16:36 So, okay, we've gone out to say we've done a bunch of these interviews, or yeah, we use it and sites and we kind of understand the problem that we're going to solve.

16:44 How do we turn that into an irresistible front-end offer? Go. So, you now know the problem, you should know the impact is having in the business, you should now be able to translate that.

16:57 The last thing clients want at that stage, if you want to get in there quick as well, is to be presented with diagnosis phases that might become necessary to deliver your overall project.

17:14 But if you want to be able to go in, most consultants are still bound up in the, we get inbound.

17:20 Therefore, the first conversation we're going to have is a 55 minute spin questioning based process where we just ask a lot of questions.

17:29 But when you're a little bit more proactive and you're going out to target prospects, you don't have the trust yet, you don't have the time, you don't have the ability to run that process.

17:40 So you've got to take something to them. So if you know the problem, you have to now develop the shortest possible way that you can solve that problem.

17:49 Not all the other things that you do, just fix that one problem and run that. So that can be, you know, that can be a road mapping session, it could be an on-site consulting piece, it can be, you know, a fixed piece of work.

18:02 But whatever it is, it has to have a short timeframe. Short is contextually bound by the consulting practice. That can be days.

18:11 That could be a sprint of, you know, 12 weeks. Whatever it is, short for you. Typically 10% of the next phase.

18:21 So if you're, your larger consulting project is half a mill, then that front end piece can be 50. And, you know, if it's 50k the next one, it can be 510, it's entirely up to you.

18:32 But it has to give substantive return. And again, from a marketing perspective, you know, we typically think of 10 times return on an investment.
18:42 So if it's a 10k for a 10 project, then, you know, a demonstrable under K return in a very short space of time.

18:49 And then you have to be able to put that in a pitch d***, you have to be able to say, here is something substantive that other people have done.

18:58 There's results. Obviously, if you can. And then there's, you know, here's the time frame. Here's how we onboard you. Here's how we run it.

19:08 The end of that period. Here is what you will get. Here's your investment. And then the magic words do you want to go ahead with that?

19:18 I love that. That's, so no, I love what you've done with the offer, so the offer itself, I mean, you're already, or automatically adding value, because you know, you can deliver on that.

19:27 You're going to give them that substantive result. But the other thing, too, is then by doing that, you're going to kind of almost sell that within the organization, even more, because you're proving the results and you're coming at all the social proof as well.

19:39 And just, oh, this is fantastic. Okay. So it puts you in a little bit, a little bit. I want to sneak you.

19:45 But you could, you just think, you know, as consultants, we are, you know, some of the shenanigans, people, so what do you need to do then is obviously you look at, so there's, there's two things to that.

19:58 So first of you, you look at how you design that front end process. If you're really smart, you'll design that front end process as a necessity to deliver the results that you're saying you're going to get, you need to get all of the key people in the business involved in a room with you or it involved

20:13 in the process that will be the sign off for next phase of your deal as well. So that's, that's one you need to be smart there.

20:22 And then two is just understanding your metrics because I'm not saying do this because we were chatting earlier. I'm a big advocate of using front end deals to cash flow your, you know, leaders in a business to step out of this front end piece so they got more time.

20:39 But what you can also do, you can strategically think about these, whether you want to see them as a cost of sales or a cost delivery.

20:48 It's a bigger piece of a discussion. You don't necessarily need to make any money from these because once you understand the numbers of the metrics, you can sell two a month or 10k but know that even when in three goes through, then, you know, you can make call on how much money you need to make out

21:06 of those, those three 10k deals. And that's most big thing. I mean, they will make sales a lot easier anyway because you're initial that irresistible front-end offer really is something that has to be, they can be less considered than your main offer because obviously you're not talking about as heavy

21:22 an investment to me. So, but the other thing is by giving them the results, by actually delivering on this project and giving them the results.

21:30 And as you said, you've got those key stakeholders for the next phase all involved in this. That means technically, you've just made all of those key stakeholders look good because every single one of them is now actually managed to get the result, you know, the because they're all part of this project

21:45 got the result that you promised them. So, now signing up for the next thing, they're all going to think, I'm going to look even better for this.

21:51 I don't want to miss out everyone else's, you know, we're looking good in there. So, if I say no to this part, everyone else is going to look good and not me.

21:57 It's, it's, I see what you mean about irresistible offers, not just an irresistible offer, it's a irresistible result as well.

22:04 So, this is fantastic. Well, now we get to the complex part, the part that requires so much skill and training and years and years in the frontline and, you know, so many PhDs and now, now we're talking about talking to them and immediately when we say those words talk to them, the majority of the people

22:23 listening this tense up a little bit, because none of us want to have to go out and talk to our clients because, you know, they might reject us and we might have our own insecurities and fears.

22:31 So, how do we approach that talking to them? We put that offer together, do we email it to them, then follow them up?

22:37 Do we meet them face to face, like talk to us over to the process? Yeah. So, typically most people get too hung up on this.

22:47 Yep. So, I've got a program called, you know, get five clients in 90 days, but no one? Yeah. Most people can suddenly, they can generally do it from, don't have to go to the cold network anyway.

23:02 So, what we call, you know, ghosts, so people that they've engaged with before, they've got any history in their consulting practice.

23:09 So, people that they've engaged with on a project of some shape or form that has gone cold and ghosted them, people that they've done projects that are slightly different to this front end offer.

23:19 Yeah. So, there's a huge stack of people there. People in there, you know, they're warm network. People that they were a consultant with on a previous client who is now employed by a client that would be, you know, most consultants have a very wide network.

23:35 So, typically, you don't have to go to the cold network. Yeah. If you do, then, you know, you've got your LinkedIn first degree connections, which you can take this to, most people can do a three to 500 person list of those three buckets.

23:49 If you then have to go outside of that, the reality is the contact mechanism is the major thing, you know, because when it's a mindset, yeah, one, two, it's consistency because, you know, 10 a day, five days a week will get you more results on this than you've ever done before.

24:10 Because no one is doing anything. So, you know, and then I don't care whether it's on, you know, whether you text them, tweet them, LinkedIn them, you know, because it doesn't matter.

24:19 It's your mindset and it's just consistent application. However, some people go, yeah, but I want more than that. Well, obviously, that's the good.

24:28 And it really is, you know, LinkedIn is the easiest. So you generally have LinkedIn because you can do in males, but I'm not talking about, obviously, the, the connect and pitch with a, you know, a spam pitch is most people too.

24:43 But LinkedIn is the easiest. You can leverage in males to do that. Call the email. It's very, very easy to find anyone's email address now.

24:51 And most of God, Kobe, Mel doesn't work. But yes, it does, you know, most cold email doesn't work because it, it, it, it shines.

24:58 But if, you know, if you marketplace and you may be one of those that are suffering from this issue, the results of that is this, we've got a couple of ideas around that would love to get your input or we, if you want to be more direct, we think we can, we've developed the solutions to solve this.

25:24 Of course you won't hear from, from everyone, but you don't need to, you know, you need to, approximately, you know, you can be much, much better.

25:40 But the other thing is most, be to be consultants typically aren't good at sales and if they fear that and, you know, well, I've got to learn all this and you don't have to and that's not the point, you know, I prefer my clients not to learn and spend a long time learning sales, creating a irresistible

25:58 friend to not the, the souls one pain, putting in front of people and ask them, do you want to go ahead for this?

26:05 Yeah, and you don't learn to be a super salesperson because that is enough. But what you then need to do is amp up the numbers a little bit by consistency.

26:16 So if you can, if you can, if it's the right problem, the right pain, put in front of 30 people your close five of those as clients.

26:24 And if you don't, don't stress it. You just got a little bit more work to do on the pain that you're addressing and all the front end problem that you've developed to solve the pain.

26:35 I love how simple you've made this sound. Despite the fact that I know most of people are seeing this is still apprehensive and they're apprehensive because many of the reasons, but to mystery what you've seen, Peter, because you deal with this all the time with your clients.

26:47 What are the things that generally hold them back from this talk to them piece, you know, one of the things that cause them to doubt themselves or cause them to hold back from actually, you know, contacting people, deeming them or bringing them or whatever else.

27:01 Yeah, I mean, that's kind of broad spectrum. And I know where most people would, would like me to start, but I'm going to start the other end really, you know, the, the un obvious world, which is not having an offer.

27:15 And I've made this mistake in a number of businesses before. And it's like, you fall in love, you know, sometimes I'm a little bit more in love with sales and marketing than the many of my clients.

27:27 You know, you fall in love with the process, I do have the sales and marketing, you know, it's the process, but then you don't have anything to offer them.

27:34 And that's the same for a lot of my clients is that creates a product. If you're like in your front end offer, that is easy to give a pitch to someone.

27:44 And even the word pitch, you know, I love the word pitch now. But you know, most people don't. And they get, you know, it's like, oh, you know, we're, you know, we're consultants, we don't, we wouldn't pitch.

27:54 We hate to be pitched to, but you know, wherever you call it, you know, you're presented patches of present presentation of an author.

28:02 You know, and like, I love the way you just described patch them because like I said, a lot of people don't like that word, but that's because they have, you know, band experiences with people pitching to them.

28:13 And they feel like that's, that's what a pitch needs to be. But like you see, it's actually just presenting that offer.

28:18 I like that description. And I'm so glad to that during this, you've talked about, you know, when you talk about LinkedIn, you're talking about reaching out to people, you mentioned the words don't span.

28:29 And I have seen, I mean, you and I could do an entire episode on really poor D and practices. And LinkedIn, because we've both probably received them all.

28:36 But when you, when you see one that is massively done that uses permissions based marketing that, you know, ask for a response from them that you can go back and forth.

28:44 That's when, you know, even even if you know you're being marketed to, you know, you're being sold to, you're still open to him gauging in that conversation because of the way it was done.

28:53 So, that's super powerful. So this one, so the original question is what stops people? So when kind of the other end is because they don't have a knock first.

29:01 So it's all free. If I get into this, we've got to go into a diagnosis, you know, create that offer to make it easy.

29:07 But then it is when it's the mindset to it just the application and those are the two others. I'll go off on a slight tangent, but it may help people because now it's about the intelligence.

29:18 You were talking about, you know, masterly, cross-appit. There's this thing. Sometimes it's my background as well. We didn't talk a lot about my background, but I worked with a lot of enterprise technology companies and then software as a service companies.

29:31 And sometimes the things we did there, I almost feel like what would happen if like Darren Brown went back a thousand in time, a thousand years and with things that you could do, you know, the things technology companies do, you apply those into professional services, you know, they can go like that

29:52 . So one is what we call this concept called trigger events. So trigger events is monitoring changes in other organizations that would move from a position of not being interested in your offer or not being interested in a solution to a right at this point of time, they would be a reflection point.

30:16 So they can be things like going through immersion acquisition, management buyout, you know, just got funding, you know, profits increase profits decrease, leasing a growth in leasing, you know, payments, all of these things, you know, certain escalation of employees, you know, all of these different

30:40 things are what we call technology is another one, you know, if they take on a major ERP system or a, you know, all of these things are indications and I'm a true believer that most consultants can use one of those as a proactive way.
30:55 Now, even if it's okay, so if you look back at your last client, but he's over the next period of time, you know, which is, you know, what triggered their need for this?

31:03 Well, you know, mostly it's because they've taken on this ERP system six months before. So, you know, and that has changed the way that they do business.

31:12 Therefore, they start bringing in an arstyle consultancy. No, it's absolutely easy to find data on people who then implement the ERP system.

31:25 You've got a six month window of start contacting them, engaging them saying, hey, typically you don't know this, you've got this problem and you may never have it, but you know, statistically 65% of companies that take on this ERP system are going to have this problem.

31:41 When you get that problem, we usually get gold in to come and fix it. Do you want to speak to us before you get the problem?

31:46 Nice. You know, aside from all of that, yeah. And I know that's strong believer that there are so many of these inflection points for calling trigger events that any B2B consultancy couldn't confine those.

31:56 In fact, any business can find them, you know, they're you've talked about B2C, it's, you know, it's the scary world of Facebook knowing that you're even before you're pregnant, you know, all of these things.

32:07 And that's where it's like, but in a B2B context. Yeah, I love this. This is what I love about talking to Massimo South people as well, because obviously you made that sound so easy and everyone listening to this as well was going, actually, I can see these, I can see these kind of events in my own

32:23 business in my own client base and things as well. So, so the big thing where people fail is, is this middle piece.

32:31 So, you know, you can, you can get all this data. Yeah. But it's, it's worse having all this data and all this opportunity if they're going to fall into it and you can't contact people.

32:39 So that's why I've always, you know, to get my clients to try and cash flow bringing other people into the business to do this for you.

32:49 Because yeah, when you spot it, you need to action on it. You need to have a, you know, the process I give clients, you know, whether it's called a way to find their email address, contact them on LinkedIn, all that stuff's kind of irrelevant really.

33:00 It's just a person that is going to go and do it for you. That's the, the whole thing. So with all of these things, you can have all this front end of the tuneity as long as you can translate it into someone or something to do it for you, it will turn into opportunity.

33:16 I love that and who doesn't want opportunities. See, there's, I knew there was going to be a problem talking to you.

33:23 I think even see this, you and I can talk about this for hours. Like, legitimately, there is so much more that we can dive into here so much more that we can bring to life for all of you, all of you listening to this, but we are trying to keep to a time here.

33:35 So now we're at the point of the show where I do need to actually the same question as everyone, which is what a three practical tip.

33:41 So everyone listening to this right now, Peter, what's three things they should be doing to move the needle for their business.

33:45 Yeah. It's a great question. Although I think we, we've probably done, giving them four, we need different things already. But yeah, so I think for me, context, look at what the activities that you're doing, if you can't bring them down into written on investments and why you're doing them, stop doing

34:07 them. Number two, you know, build out your idea plan profile and build the list. And I don't mean just like a paperwork exercise, you know, their this style of pharmaceuticals, they build the list.

34:22 You know, of whether that's 2000 companies, 10 people per company, whatever is, couldn't get it done. The tools are so easy to do that nowadays.

34:31 You can find people on up work to do it. So you don't have to do it yourself, you know, build the list.

34:35 And then what I don't oversimplify it, whatever mechanism is, is easiest for you contact them. You know, the fourth one is have a friend and offer to offer to them put in front of them and say, would you like to go ahead with this?

34:51 I'm going to add a fifth one in there, which is actually contact Peter. Seriously, if you want to put together, if you if you're in that B2B consultancy space, you want to put together a friend to your offer, you want to put the irresistible offer together, be able to get in front of your clients, just

35:04 go and see. In fact, I'm going to put links to everywhere you can complete that and show it to the super.

35:08 So really simple. Go to chasing Look for Peter smiling face. Laugh at the fact that he somehow beat him business for all drawing on 25 years of experience.

35:19 But then reach out and click on all those things, connect with Peter, connect with him on social. Go to his website, check out his program and things as well.

35:28 Go on the wait list for that because it is going to impact you and your business. Peter, thank you so much for joining us, my man.

35:36 Absolute honor and privilege having you on the show. Thank you. It's been absolutely brilliant. You see, it could have told for hours, but thank you very, very much.

35:44 Well, particularly, I mean, this was just a chance for you and I to hang out. I mean, we thought, hey, we're going to hang out anyway.

35:49 Let's push record and bring all this to all of you, listening to this right now because honestly, Peter is a lot of fun to hang out with, but also knows what he's talking about.

35:58 And this is the thing on the show. As you guys know, I don't have sponsorship. I don't have advertising anything like that.

36:04 I'm not paid to say anything about any of these people, but I can tell you now that having met Peter, having talked to Peter, he's one of the genuine ones that actually understands what he's doing.

36:13 So make sure you go and reach out to him and make sure you click on all those things. And also, if you haven't already, click on that subscribe or follow button that way.

36:21 You know, if I did every time there's a new episode, you know, importantly, you don't miss out on the goal that you just heard right now.

36:27 Seriously, go back, listen to this episode again. This time with a pin with a paper right down notes or type whatever you are, I'm old, so pin and paper works for me.

36:36 And I'm not a type of that whatever you want to do, but take those notes and then take action, actually apply it, put it into practice.

36:44 It will get you the results. Anyway, my friends, as you don't get to subscribe and follow, don't forget to click on all those links.

36:52 Now, that is the formal part of the show out of the way, but before we rush off and I know every single one of you are going to do the same thing, which is like, I need to go and keep a Peter, I need to go and give on that give us, I need to go and sign that, connect with him on social, all of these

37:04 kinds of things, I need to apply all the stuff. Yes, you do, but I want you to pause for a moment and I want you to be present because I want you to hear something.

37:13 And it's something that is actually really important. It's something you may not have heard before, it's certainly something that you don't hear enough.

37:20 And that is the fact, my friend, that you are incredible. You're actually an amazing human being. And I don't care if you feel amazing, if you know you're amazing, if you've been told about, I don't care about any, I'm telling you now, it is truth.

37:33 It is fact, you're an incredible human being. And you are incredible for so many different reasons. But the one I'm going to pick on here, the one that matters for us right now is the fact that you are an entrepreneur, which means you're one of the very small percentage of human beings that have the

37:49 courage, the tenacity, that the passion, the creativity, the slight amount of craziness to actually birth something new into this world.

37:57 Now, why don't you do pause for a moment again and just think about what that means, think about what you're doing.

38:04 You are taking something that does not exist, a thought, a seed, an idea, a concept. You are taking this abstract thing and you are calling it into existence, you're literally birthing it into this world.

38:18 That is freaking awesome. So on behalf of both Peter myself, we want to wish you all of the health, all of the wealth, all that, the happiness, the success and the love that you serve rightfully and I do mean rightfully deserve.

38:32 And before you run away and I know you're all hanging out and getting to go and connect with Peter, but before you run away, couple of quick things.

38:37 Firstly, I want you to do something for both Peter and I, and this is really important. I want you to treat yourself with kindness, to treat yourself with respect, and more importantly, to treat yourself with love.

38:50 And there's a very simple reason you want to do that, my friend. It's because you deserve all of those things.

38:57 You deserve kindness, you deserve respect and you deserve love. And the other thing that I want you to do for Peter and I before you run away is on those days that you are struggling and let's get very realistic for a moment, we all have those days, right?

39:11 You're an entrepreneur, which means you signed up for a crazy rollercoaster ride and you know what happens with rollercoasters? One minute you're at the top, and you're like, yes, winning at life, everything's going my way.

39:21 Those high ticket items are selling like hotcakes. This is going beautifully. And the next day you wake up and you're like, I can't do this today.

39:29 I'm just faced a rejection of some obstacles coming my way and it's just overwhelming me or I'm full of anxiety or I just I don't want to turn up and do that live.

39:36 I don't want to follow up with their client. I don't want to talk to any of my clients. We all have those days.

39:42 So I want you to promise Peter and myself something on those days that you are really struggling. I want you to reach out to someone who wants you to succeed.

39:50 So reach out to your coach or mentor if you've got one. If you don't have one, please do get one for your business.

39:55 It will transform your business, possibly even transform your life. So get yourself a good coach or a mentor. Reach out to them.

40:01 Reach out to you. It appears. Reach out to friends and family if that's appropriate. Reach out to Peter. Reach out to myself.

40:07 We are in your corner and we want you to succeed. So keep putting one front in front of each other my friend.

40:14 Keep pressing in. Keep treating yourself with kindness, with respect and with love on the day. So you're struggling. Please make sure you reach out and ask for help.

40:23 Now this is chasing the insights. I'm Vince Walnut, you my friend are an absolute legend. Don't you really anybody tell you otherwise and don't you, do you forget it or Peter and I are going to fly from other ends of the world to wherever in the world you are.

40:35 We're going to stand outside your bedroom window with a megaphone and all day all night for a week. We're going to just constantly remind you how amazing you actually are.

40:44 Anyway my friends, I will see you in the next episode.