The How of Business - How to start, run, grow and exit a small business.

• 585 – Crafting Your Sales Pitch

  Learn a simple, repeatable framework for crafting an effective sales pitch that connects, communicates value, and inspires action. Show Notes Page: https://www.thehowofbusiness.com/585-crafting-your-sales-pitch/ Crafting an effective sales pitch isn’t about being slick or persuasive - it’s about clarity, empathy, and storytelling. In this episode, host Henry Lopez breaks down how small business owners can build a compelling sales pitch using a customer-centered approach inspired in part by Donald Miller’s book Building a StoryBrand. Henry explains that every great sales pitch starts with understanding your audience (your ideal client or avatar), defining their problem, and showing how your solution helps them win. You will learn six core elements of every great pitch: Audience, Problem, Solution, Differentiator, Proof, and Call to Action.  Then, Henry walks through a five-step process that will help you craft and use an effective sales pitch for your small business. Drawing insights from past guests like Andy Paul, Carole Mahoney, and Ryan Dohrn, Henry shows that clarity and empathy consistently outperform clever slogans and aggressive selling. Whether you’re refining your elevator pitch, rewriting your website copy, or preparing for a formal sales presentation, this episode gives you the structure to tell your business story with confidence and authenticity.” This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

  --------  

  18:56

  --------

  18:56
• 584 – Essential Legal Tips with Wesley Henderson

  Attorney and entrepreneur Wesley Henderson shares practical legal insights every small business owner needs to protect their business and operate with confidence. Show Notes Page:  https://www.thehowofbusiness.com/584-wesley-henderson-legal-tips/ Disclaimer: The information in this episode is for general educational purposes only and does not constitute legal advice; listeners should consult their own attorney for guidance specific to their situation. From forming an LLC to crafting airtight contracts, this episode is packed with essential legal guidance for small business owners. Henry Lopez welcomes Wesley Henderson, a business attorney, entrepreneur, and founder of multiple ventures including Drafted Legal and Henderson & Henderson Law Firm. Wesley shares how his early career in corporate law led him to focus on helping entrepreneurs avoid costly mistakes and proactively protect their businesses. Together, Henry and Wesley explore critical legal fundamentals including when to form an LLC, how insurance differs from legal protection, and why clear contracts can prevent disputes before they start. Listeners will learn how to navigate partnerships, set up operating agreements, avoid “scope creep” with service contracts, and safeguard intellectual property. Wesley also explains the real difference between LLCs, corporations, and S-Corp elections and clarifying common misconceptions that confuse many first-time business owners. They also discuss trademarks, non-compete and non-solicit clauses, and how to use ChatGPT safely when drafting or reviewing legal documents. Wesley emphasizes the importance of doing the right things early, not just staying busy because the right legal foundation can save you from future financial and emotional headaches. “Contracts aren’t just for protection,” Wesley explains. “They show professionalism and set expectations — they protect you and your clients.” This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

  --------  

  43:46

  --------

  43:46
• 583 – Scaling a Software Startup with Joshua Talbert

  Engineer-turned-entrepreneur Joshua Talbert shares his journey from defense contractor to tech startup founder and CEO of MySherpas.ai. Show Notes Page: https://www.thehowofbusiness.com/583-josh-talbert-software-startup/ In this episode, Henry Lopez interviews Joshua Talbert, co-founder and CEO of MySherpas.ai, about his entrepreneurial journey and lessons learned in building and scaling startups. Joshua shares how his engineering background provided the problem-solving skills that have guided his ventures, including the successful growth and sale of his first med tech company. Joshua highlights the critical importance of strong partnerships, adaptability, and customer feedback, as well as the realities of startup life, where motivation and persistence are essential for the long run. Reflecting on MySherpas.ai, he explains how their platform transforms commercial lending by streamlining collaboration and communication between lending and borrowing teams, enabling faster go-lives and better borrower experiences. “It’s about breaking down complex challenges into manageable parts,” Joshua explains, “and listening to market feedback so you can adapt and keep moving forward.” Joshua shares insights on raising funding, developing MVPs, shifting go-to-market strategies, and building a strong company culture rooted in radical candor and continuous improvement. Joshua Talbert is the co-founder and CEO of MySherpas.ai, an AI-powered platform improving efficiency in commercial lending. With a background in electrical engineering and a track record of launching and growing successful startups, Joshua brings a unique blend of technical expertise and entrepreneurial vision. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

  --------  

  42:10

  --------

  42:10
• 582 – Broken Windows Theory for Small Business

  How small signs of disorder in your workplace can erode culture, safety, and customer trust, and how fixing them builds pride and small business success. Show Notes Page: https://www.thehowofbusiness.com/582-broken-windows-theory/ In this episode Henry Lopez explores the Broken Windows Theory and its direct application to small business environments. Originating from research by Philip Zimbardo and popularized in The Tipping Point by Malcolm Gladwell, this theory shows how minor neglect - like graffiti, cluttered offices, or dirty restrooms - signals lowered standards and invites further disorder. Henry shares examples from New York City’s subway transformation, the car wash industry, and restaurants to highlight how seemingly small details shape both customer perception and employee culture. A tidy and well-maintained workplace not only signals professionalism but also enhances safety, efficiency, and morale. “Little things matter. When we ignore small signs of disorder in our business, we send the message that standards don’t count here.” – Henry Lopez This episode challenges you to find and fix the “broken windows” in your small business, setting the tone for excellence. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

  --------  

  14:14

  --------

  14:14
• 581 – Aunt Ethel's Pot Pies with Sasha Millstein

  Entrepreneur Sasha Millstein shares her journey launching Aunt Ethel’s Pot Pies and scaling this frozen comfort food brand from idea to shelves. Show Notes Page: https://www.thehowofbusiness.com/581-sasha-millstein-aunt-ethels-pot-pies/ Sasha Millstein, founder and CEO of Aunt Ethel’s Pot Pies, joins Henry Lopez to share her inspiring entrepreneurial journey from concept to scaling a consumer packaged goods (CPG) business. Launched in 2020 during the pandemic, Aunt Ethel’s has sold over 75,000 units, secured placement in 100+ Wegmans stores, sold out on QVC in under six minutes, and earned features in The New York Times and How I Built This. In this conversation, Sasha reveals the origin story of Aunt Ethel’s, including her family’s entrepreneurial influence, the pivotal pop-up that validated the concept, and her innovation of the first-ever two-part pot pie that solves soggy crusts and long cook times. Sasha also discusses the challenges of packaging, co-packers, funding, navigating consultants, and ultimately landing major distribution. “In the first three years, I think I cried every single day. But ultimately what keeps me focused is having that North star - you have to know why you started this company.” – Sasha Millstein Listeners will gain valuable insights into perseverance, the realities of the CPG space, fundraising challenges, and why doing your research and knowing your numbers is non-negotiable for entrepreneurs. Sasha Millstein is the founder and CEO of Aunt Ethel’s Pot Pies, a Brooklyn-based frozen food company reinventing comfort food with innovation and hustle. Since launching in 2020, Sasha has scaled the brand into national retail and online channels, earning acclaim for her patented two-part pot pie design. This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

  --------  

  38:59

  --------

  38:59

More Business podcasts

Trending Business podcasts

About The How of Business - How to start, run, grow and exit a small business.

The How of Business - How to start, run, grow and exit a small business.: Podcasts in Family