The Recognized Authority

How to Win Clients Without Selling with David Newman

Dec 4, 2023

In this episode, expert consultant and author David Newman shares his unique approach to winning new business, including the "helping call" framework and key questions for effective sales conversations. He also discusses the major difference between selling services and products, the challenges faced by service providers, and the importance of publishing in establishing credibility. Tune in to discover a kinder way to convert prospects into high-paying clients!

44:56

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Episode guests

David Newman

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Asking questions is crucial for establishing credibility and judging people's needs.

Treating prospects like clients and focusing on being helpful rather than pitching leads to successful marketing and sales for experts.

Deep dives

The Power of Asking Questions

Asking questions is more important than making statements. It is through questions that people are truly judged and credibility is established.

Introduction

2min

Understanding the Differences in Marketing for Experts and Consultants

5min

The Power of the Helping Call in Sales

27min

Understanding the Prospect's Financial and Professional Situations

6min

The Importance of Publishing: Establishing Credibility and Thought Leadership

4min

Book Recommendations, Reading Habits, and TV Show Love

2min

Are you an expert who hates selling? Do you struggle to attract high-paying clients without being pushy or salesy? In this episode of The Recognized Authority podcast, host Alastair McDermott interviews expert consultant and author David Newman about his unique approach to winning new business.

Tune in as David shares:

His "helping call" framework for initial client conversations
How to collect and catalog problems without solving them
Why you should treat prospects like they're already clients
How to naturally transition helping calls into sales calls
Key questions and mindsets for highly effective sales conversations

Whether you’re an author, speaker, coach or consultant looking to attract more clients, this episode will revolutionize the way you think about marketing and selling your services.

Bullet points:

The major difference between selling services versus products
Why prospects take rejection more personally with service providers
Outbound masked as inbound: David's "squeaky wheel" strategy
The wrong type of “help” to provide prospects

Tune into The Recognized Authority podcast now to discover a kinder, gentler way to convert prospects into high-paying clients!

🗒️ Show Notes 🗒️

Access all the links mentioned in this episode in the show notes here:

👉👉 https://therecognizedauthority.com/win-clients-without-selling/ 👈👈

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