Join us as we sit down with successful people who have been exactly where you are. They’ll share not just their victories but the obstacles they’ve overcome on their paths to success. It all starts with the question, “How’d they do that?”
Most coaches and consultants didn’t start their business because they were excited to “do sales.” They started because they’re good at solving problems, serving clients, and doing the actual work. But then business development shows up like an extra job with a name badge nobody asked for.
In this episode, Will Riley shares how he grew his consulting business by 75% in one year without cold outreach, pushy pitches, or a giant social media machine. His approach is simple: five coffee catch-ups a month, a thoughtful relationship list, and conversations that feel human instead of forced. If sales has ever felt awkward or opportunistic, this episode gives you a practical way to grow that actually fits who you are.
Timestamps: 00:00:00 – Cold Start & Introduction 00:04:23 – Why Will Hates Sales – and Built a Better Way 00:06:18 – The 80/20 Rule That Changed Everything 00:10:48 – Five Coffees a Month: The Simplest Growth Strategy Ever 00:12:41 – When a Casual Catch-Up Becomes a Client 00:14:31 – Why People Actually Open Up to Will 00:18:18 – How to Turn a Conversation Into an Opportunity 00:20:07 – What to Do When Someone’s Guard Is Up 00:22:21 – Build the Relationship List Before You Need It
Links:
Guest: Will Riley Website: coopmarketing.co LinkedIn: linkedin.com/in/willrileycoop
Skot Waldron
Building a coaching or consulting business is tough. You may often feel isolated and overwhelmed, from marketing and sales to running calls and scaling your business so you can retire one day. Welcome to ‘How’d They Do That?’, the podcast that tackles these tough questions head-on.
I’m Skot Waldron, your fellow coach and guide through the adventurous world of coaching and consulting entrepreneurship. Join us as we sit down with successful people who have been exactly where you are. They’ll share not just their victories but the obstacles they’ve overcome on their paths to success. From mastering the sales conversation to building influential networks, upleveling your speaking, and creating a movement of loyal clients, we dive into the strategies that turn potential into prosperity.
It all starts with the question, “How’d they do that?”