Scaling Up Business with Bill Gallagher

When you can determine what your clients, donors, or sponsors want, you can persuade them to help you get what you need.   Lori Zoss Kraska, MBA, CFRE is Growth Owl, LLC’s Founder and CEO. She possesses over 22 years of expertise in revenue generation management, corporate sponsorship support, corporate cause marketing, fundraising, corporate social responsibility, nonprofit consulting, executive sales management, training, and marketing strategy roles earning her a reputation for establishing pathways quickly to exceeding revenue/fundraising goals, building high-performance teams, developing relationships quickly, and outpacing expectations.   Lori’s company, Growth Owl, works with purpose-driven organizations to help with fundraising and sponsorship dollars. That is an effort that requires a lot of persuasion, but Lori’s previous 10 years with PBS and NPR gave her the experience that has made her an expert in persuasion. Lori’s goal in starting Growth Owl was to apply the principles that are utilized in public media to a wider variety of purpose-driven companies.   The art of persuasion is not a simple one to master, and in this conversation, Lori shares a host of tactics that work. First, understand that while emotions are used in decision-making, facts-based language will earn a greater response than feelings-based language. People are more likely to be persuaded when they hear supporting facts and numbers than when they hear how you feel about it.   Lori recommends connecting with people at the lowest level of Maslov’s Hierarchy of needs possible. By doing so, you will be able to connect with more people at a more basic level. Highlighting the fears of a company is another angle that can be used, as long as it is coupled with an action-based solution.   Bill recommends connecting with people who actually care about the things that you care about. It will be difficult to persuade someone who is not interested in feeding homeless dogs to donate funds that will be used to buy dog food. And it will be easiest to work with the people who do care when you are speaking in their language.   Lori suggests using the “5 not 50” approach to persuasion. Choose five highly qualified decision-makers, learn as much as you can about them, and approach them. By keeping a greater focus on a smaller number, your chances of effectively persuading them are much greater. Don’t spam everyone in your entire email list, instead connect with those who have engaged with you in relevant ways.   Identify your objective in reaching out before your first communication. Are you trying to sell something right off the bat? More likely you are just trying to get a conversation started. Asking for a five- or six-figure donation is not going to happen over one email with one attachment. Be succinct, be respectful of others’ time, and be ready to engage in ways that get the answers that you are seeking.   Interview Links: Lori Zoss Kraska   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup)   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.  

For most of us, when looking to hear “yes,” what gets in the way is us. Our thoughts and feelings get in the way of our ability to effectively communicate with other people. When we’re stuck inside our heads, we worry that we may be too much of something, or don’t have enough skills in a particular area, and we dread hearing “no.”   All of these things are happening internally, and they all keep us from talking to and connecting with the other person in a way that encourages the “yes” we’re seeking. If you can get out of your head and get over what you think the other person is thinking, the more naturally you will get your “yes.” Instead of worrying about what might be going wrong in the conversation, focus on the other person. What about your conversation is of interest to them? Imagine the conversation going well. Get curious about what they want and ask more questions. When you do, you’ll find that you can hire, sell, fundraise, partner, and engage with greater ease. Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup) Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail. Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits. Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.

Today’s conversation is all about being awesome, and there is no better teacher than John “Gucci” Foley, the legendary former solo pilot for The Blue Angels who flew in the original movie Top Gun,
who continues to inspire organizations to High Performance through a GLAD TO BE HERE mindset, operational excellence, team improvement, and high trust!   John is one of the Top 10 most sought-after keynote speakers and trainers on leadership, high performance, teamwork, trust, and a GLAD TO BE HERE mindset! From the night he watched the first moon landing in 1969 and the visceral energy he felt at his first air show, John knew from an early age that he was meant to be in the sky. Over time his dreams turned from astronaut to lead solo pilot, with a stop in college football along the way.  There is a huge difference between having a vision and executing it. Success happens when you are able to keep a dream alive, formulate a plan, and act on it consistently over time in a way that turns your dreams into success. Obstacles are an inevitable part of every success story. Resilience is key, and success is much more likely to happen when you are able to get others to buy into your vision as well. Don’t just dream about your success, surround yourself with a team who also believes in your dream. John’s life has been filled with failed attempts and pivoting plans and the lessons he has learned along the way. He shares his stories of flying for Top Gun, misfiring a missile, and the many points at which he had to advance fearlessly to reach his goals. Too many leaders don’t perform at their full potential, they perform at their belief level. Leveling up is essential for fearless leaders, and that performance will either be enhanced or limited by the beliefs we have in ourselves. If you are willing to meet your obstacles head-on, fearless success is guaranteed to come your way.   Interview Links: John “Gucci” Foley Fearless Success: Beyond High Performance   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup)   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.  

Most of us have learned to control our emotions. We’re expected to look strong and be stoic. In the early years of his career, Bill was told to calm down and stop showing so many emotions when he was excited about possibilities at work.   So how is it possible that vulnerability can be powerful? Showing your vulnerabilities requires courage and strength. Whether people believe it or not, emotions are at the root of every decision we make. Even the rational, logical decisions we make also touch our feelings. When leaders can get in touch with all of their feelings — good and bad — they have access to powerful vulnerability. Yes, it takes courage to get in touch with your feelings, but when you can share those feelings with other people in a way that results in greater connections, the results are always powerful. Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup) Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail. Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits. Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.

What does it take to be successful? The underlying structures of your business craft the foundation that will make or break your success.   Patrick Esposito is an entrepreneur, business executive, attorney, advisor, and board member. He has helped to found, lead, and advise small- and medium-sized businesses in technology, consulting, retail, banking, real estate, and other sectors, as well as U.S. government organizations, for more than two decades. During his career, Esposito has advised start-up executive teams, family business owners, large publicly traded company executive teams, and leaders in the U.S. Department of Defense. He recently launched Initiative Labs LLC to help small- and medium-sized business leaders apply the approaches, methodologies, and tools from his book, The Structure of Success, to create the conditions for success in their business ventures.   A self-proclaimed jack of all trades, Patrick learned early on that, when it came to scaling up, employing the wisdom of an independent who knew how to scale was one of the most beneficial aspects of his journey toward success.   While reflecting on his experiences with various companies, Patrick highlights two key categories of wisdom. First, the general business wisdom that is required for growing a company. The outside perspective from a general scaling expert is essential, but the second piece of wisdom is equally as critical — the industry-specific, specialized knowledge that promotes internal growth. Successful scaling up is not just about money and it’s not just about execution, it’s also about crafting an effective ecosystem structure.   From tech to financial service companies, tires to banks and environmental services, Patrick’s experiences have made him an expert in his work. When it comes to scaling, he has learned that making the right structural and scaling investments that benefit growth and underline profitability is the key to success.   Interview Links: Patrick Esposito The Structure of Success: A Framework to Help Build Your Business Better   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup)   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.  

There is one simple secret to helping your team get unstuck. Powerful listening is the key to showing your team that you are interested in where they’re coming from, who they are, and what they need to do to level up.   The best way to get stuck people re-engaged is to listen to what they are saying to you. Listening leaders don’t leap into solving problems. Great leaders have engaged teams and can listen for ways to bring to light new approaches, better solutions, and ideas on how team members can get themselves unstuck. When a leader shows curiosity and a willingness to listen, they create a team that is filled with future leaders that they can someday pass the baton to. So listen longer, listen deeper, and take the time to show your team that you genuinely hear them and see them not only for who they are now, but who they have the potential to become. Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup) Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail. Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits. Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.

Great customer service is something that we can expect from restaurants and hotels, but rarely do we expect it from hospitals or emergency rooms. Today’s guest is on a mission to change that.   Stowe Shoemaker has served as an advisor to numerous hospitality service providers over the course of his career including IGT, British Airways, Accor, Hilton, Landry’s, and Hyatt. He has published two marketing textbooks and his newest book, Hospitable Healthcare: Just What the Patient Ordered! introduces hospitality principles to the healthcare industry.   Hospitality matters in every industry. Consider the last time you needed medical care. Did the customer service enhance your experience, or did it only make a hard situation worse? Healthcare needs to be fixed in more ways than one. Stowe and his coauthor aim to address the changes that need to be made in their new book.   Hospitality customer service standards are currently much higher than in the healthcare industry. A survey Stowe conducted indicated that healthcare ranks last in the hospitality experience when compared to restaurants and hotels. What can be learned from the hospitality industry that could be used in healthcare?   There are five principles that create an exceptional customer experience and systems that can be implemented to make these principles an effortless part of the customer experience.   Prepare, anticipate, engage, evaluate, and reward.   When each of these principles is achieved, a patient begins to feel less like an inconvenience to the company and more like a loved family member. And loyal customers will become lifelong, repeat clients who spend more money and create positive word of mouth for the business.   Interview Links: Stowe Shoemaker Hospitable Healthcare: Just What the Patient Ordered!   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup)   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.  

If you were heading to the moon for the first time, or launching a brand-new product, you wouldn’t plan it in the same way routine events are planned. Achieving a brand new level of performance requires a different level of planning.   Stephen Covey called this beginning with the end in mind. Where do you want to be and what do you want to have accomplished? What would come just before that? And before that? If you don’t consider how you want the end to look, you might end up tackling the wrong problems or working on things that are better left alone or dropped altogether. Planning with the end in mind frees you up to work on what matters most. And with the right plan in place, great leaders can let their teams get their work done. Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup) Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail. Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits. Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.

Search engine optimization can make or break your business presence online, but getting it right isn’t always easy.   Jason Hennessey is an entrepreneur, internationally recognized SEO expert, author, speaker, podcast host, and business coach. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.   Jason shares the three key steps to optimizing your SEO. First, make sure your website is technically sound so that Google can easily access it. Second, create content that people actually want to consume. Solid content satisfies the problem people are looking to solve. And third, utilize backlinking to help boost the popularity of your website.   Ultimately, SEO comes down to helping people find the thing they are searching for. There is also an ROI attached to it, but it serves as a connector for people who need specific services with the people who can service that need.   AI and ChatGPT play a role in optimizing SEO as well. While it’s not recommended to translate your website into Vietnamese if no one in your office can speak or write the language, AI can be used to summarize the main points of a call or email. Jason recommends avoiding using AI to write articles on behalf of your company that will poorly reflect on your business. Use AI to help you articulate your points, but not to replace the human element of your content.   Consider the assets that you have — whether it’s time or money — and put them to work to improve your SEO in ways that will benefit your company and your bottom line.   Interview Links: Jason Hennessey Honest SEO: Demystifying the Google Algorithm to Help Get You More Traffic and Revenue   Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup)   Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.   Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.   We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.   Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.  

You want things and you need things, but Bill knows that there is a much easier way to get what you want than employing trickery, manipulating, or coercing. When you look for ways to hear yes, simply listen for what other people want.   When you listen for and think about what other people want, your proposals will go effortlessly because you will naturally be able to offer them what they are looking for. You’ll spend less time stressing about what you want because you know it will come to you while you are helping people get what they want. When Bill naturally connects what he wants with what other people want, everything works out. That’s the way to pass the baton and the way to be an inspiring, natural leader. Resources: 20,000 Scaleups Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.) Bill on YouTube Recruiter.com Short List (use code scaleup) Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail. Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth. We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits. Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.