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Consultants Get This Wrong About Their Own Business

Consultants Get This Wrong About Their Own Business

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GROWTH PILLAR: Sales & Revenue WHO THIS IS FOR: SMB owners / Solopreneurs / Coaches and consultants / Leaders building systems WHAT THEY'LL GAIN: Six lead generation methods that actually work, a 10% annual growth framework, and a referral strategy that compounds revenue without adding chaos. Most coaches and consultants think they're in the service business. Doug Brown says that's the problem. Doug is the CEO of CEO Sales Strategies and has helped companies ranging from solopreneurs to 9-figure businesses build sales systems that drive real, repeatable results. In this East Trade Winds session, he breaks down the mindset shift that changes everything: you are in the client acquisition business first. Everything else is the delivery mechanism. Doug walks through six lead generation methods every consultant needs, why most people are wasting time on the wrong two or three, and how to measure activity versus actual results. He covers the 10% annual growth rule — a simple framework that creates compound momentum and builds the hockey stick curve most business owners dream about. He also unpacks referral extension: how to turn one happy client into multiple clients, and how to increase transactional value with the same people you already serve. One client story in this session goes from $3,500 a month to a $180,000 engagement — and then to a stream of referrals. That's what client acquisition thinking looks like in practice. Wayne Pratt of Motive8U raises the question of premium pricing — and Doug answers with a personal story that reframes how you think about who your ideal client actually is. Connect with Doug: Website: ceosalesstrategies.comLinkedIn: linkedin.com/in/dougbrown123Podcast: CEO Sales Strategies PodcastFacebook: facebook.com/dougcbrownCEOSSX: x.com/dougcbrown123YouTube: youtube.com/@dougcbrownSpotify: CEO Sales Strategies on Spotify This session is brought to you with support from: Canada Growth Network — a full GHL CRM and membership community built for growing businesses. Try it for $1 CAD your first month, then $47/month. No contract, no lock-in. Web Indexer — the smart chatbot on the Knack 4 Business site. Search episodes by topic, book meetings, and find what you need fast. East Trade Winds — free weekly networking every Tuesday 8–9 AM EST. Bring one challenge, one introduction. Have a question or want to connect? Email us at info@kreativinsight.com Join Canada Growth Network — $1 CAD your first month, $47 CAD/month after. Real tools, real introductions. Subscribe to the podcast on your favourite platform and never miss a session. Subscribe to the K4B blog for weekly insights from every episode. Search all K4B episodes by topic at knack4business.com Want to be a guest on Knack 4 Business? Register here Join East Trade Winds free every Tuesday 8–9 AM EST: Register here Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.
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