Podcasts · Building your LeaderBrand - Personal Branding, Digital Marketing, Sales, Leadership & Linkedin for Expert Business Owners & E
Your business needs to work as hard as you do, with Gareth Everson ( topics - sales, marketing, small business, lemonade plan ) )
· 53 min · Episode 359
Episode Your business needs to work as hard as you do, with Gareth Everson ( topics - sales, marketing, small business, lemonade plan ) )
If you’re good at what you do, you’re probably busy. And if you’re busy, you’re probably not doing the things that would make your business work better without you. That’s the trap most expert-led businesses fall into - and it’s exactly what this conversation with Gareth Everson is about.
Gareth is a systems coach who’s spent 15 years helping around 450 small business owners build better sales systems. He’s the author of The Lemonade Plan - a practical framework for generating predictable profit through refreshingly simple processes. He’s also a software developer and currently building a software product based on the Lemonade methodology.
For any consultant, coach, or expert who has ever wondered why a less capable competitor seems to be doing better - this episode will give you some uncomfortable answers and some very actionable ones.
✳️ The sales cycle of doom is real - and most experts are stuck in it. You’re so focused on delivering the current work that you stop filling the pipeline, which means you take whatever comes next rather than what you actually want.
✳️ Most businesses are one-hit wonders when it comes to follow-up. Gareth’s research shows 85% of people who will ever buy from you won’t do so for over 100 days - yet most businesses stop following up after a week or two, leaving the field wide open.
✳️ Your website is almost certainly working against you. If the only calls to action are “get a quote” or “contact us,” you’re only ever speaking to the 1-3% of visitors who are ready to buy right now - and ignoring the rest entirely.
Gareth’s Amplifiers
✳️ Strategy - Build to extract, not to sell. With only 0.3% of UK businesses achieving a meaningful exit sale, Gareth’s advice is to generate enough consistent profit to extract and invest - including up to £60,000 per year per director into a pension (SIPP). Start with the Rebel Finance School for a practical framework around this.
✳️ Tactic - Build your greatest hits sequence. Rather than following up once or twice, create a structured nurture sequence that runs for months - or even years - after someone makes an enquiry. Download chapter 12 of The Lemonade Plan free at lemonadeplan.com/chapter.
✳️ Tool - NotebookLM Web Importer. A £39 Chrome extension that lets you feed entire YouTube playlists into Google’s NotebookLM, turning hundreds of hours of content into a private, interactive knowledge resource you can query directly.
If this episode got you thinking about what your pipeline actually looks like - and what it should look like - follow or subscribe wherever you get your podcasts.
Find out more about Gareth here
garetheverson.com - weekly email essay and blog
LinkedIn, Instagram - @GarethEverson
lemonadeplan.com/chapter - Chapter 12, the greatest hits sequence
Time stamps
00:00 Introduction
00:34 Bob's intro and the Personal Brand Business Roadmap
01:51 Meet Gareth Everson - systems coach, author, and software developer
04:12 Why software thinking applies directly to business
05:33 What profit should actually look like in a small business
08:33 The universal vicious cycle of competence
09:10 The sales cycle of doom - what it is and why it matters
10:15 Two business coaches, two very different outcomes
12:39 Starting with the end in mind - working back from the experience
14:00 Pricing fear, proposals, and the danger of discounting too soon
16:21 Why prospects go quiet - and what to do instead
18:49 The Quote Not Booked sequence - following up for years, not weeks
21:00 Why most websites only serve 1-3% of visitors
22:06 The logical lead generation mix for service businesses
23:31 One-hit wonders vs greatest hits - Gareth's follow-up framework
25:00 The 85% rule - most buyers won't buy for 100+ days
29:44 Proactive lead generation - the mix that works
32:48 Paid media - how little you actually need to spend
37:49 Keeping the right clients and filtering out the wrong ones
40:25 Gareth's amplifiers - strategy, tactic, and tool…
Links in the notes 1
Transcript
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