Small Business Talk

The Podcast to Grow your Business Faster

How to Scale Your Business Fast and Work Less with Paul Higgins

Show Notes

Background

Paul is a Sales Strategist, Lead Generator, Podcaster, Author, and Business growth strategist for consultants and SaaS partners. As Founder of Paul Higgins Mentoring, Paul helps consultants and SaaS partners to accelerate sales to scale.

Paul has 28 years of experience in sales and marketing, finishing up an 18-year gig at Coca-Cola driving the marketing strategy for a $700m+ Business Unit. In 2011 he left to manage his inherited kidney condition and had a successful transplant in February 2019.

With his newfound energy, Paul loves to run his business, spend time with his family and give back.

What Do You Want from Your Business?

Your plans for the future should factor into how you scale your business. What is the ideal future of your business – do you plan to sell it in 10 or 20 years, do you want to keep it for as long as possible and if so, what kind of a business owner do you want to be? Your ultimate ambitions for owning a business should be thought about, even at the start.

Make sure your goals reflect the life you want to lead in the future.

Make a plan.

What Are You Selling?

An offer that converts into sales.

If no one knows you are out there, you need to start trying to gain exposure. Focus on your branding, sales and marketing to generate more leads for your business. You need to know exactly who you are and what audience you are trying to get the attention of. This can mean working with a sales, branding or marketing expert to learn more, or to get them to do the work for you.

Just being there doesn’t help your business grow.

People need to know that they can buy from you.

Being Linked to LinkedIn

When people search for your name online, it’s likely that your profile for LinkedIn will be amongst the top results. This means that you need to make sure your LinkedIn is updated with all correct information, contact details, a decent profile picture (the best kind is a well-lit photo of your face) and anything that someone might need to buy from you. Quality posts about what you do and how you can solve your ideal client’s problem are also an excellent idea.

Outreach

Only send out content that you would be willing to receive yourself. Your business is here to solve a problem, not harass people into buying from you. Car sales tactics do not work well enough to scale your business fast and easily. No one likes spam.

Your outreach should reflect who you are as a person – following a script exactly won’t sound like you, or how you interact with clients. Try to remember there is a person on the other side and that they deserve a conversation instead of a sales pitch. You can use scripts for ideas, but the final products should always be in your own voice.