3 types of client issue.
3 types of client issue. Which do you do best? ⇢ Some don’t know what to do. You offer direction 🧭 ⇢ Some know what to do. They don’t know how. You offer method ⚙️ ⇢ Some know what to do. They know how. But don’t have resources. You offer support 💪 Combinations
Deeper listening.
Listening and asking questions is easy to do—and easy not to do (Consultants: Deeper listening transforms client relationships) 5 do's and don'ts to help you become a better listener: ❌ Jump to conclusions without fully listening ✅ Ask thoughtful questions to understand ❌ Assume you already know the
3 ways to turbo-charge your delegation.
3 ways to turbo-charge your delegation: ⇥ Set clear expectations ↳ Why: Avoids confusion and missed deadlines ↳ How: Define objectives, key results, resources, and timeframe ⇥ Match tasks to strengths ↳ Why: Boosts efficiency and confidence ↳ Example: ⇥ Empower with trust, not micromanagement ↳ Why: Encourages ownership and accountability ↳ How: Give people space to work, but
How to help those who want to help themselves.
How to help those who want to help themselves. Turn prescriptive advice into actionable empowerment: You should do this → What’s your plan for it? Here’s what I’d do → How do you see it working? Let me help you → How can I support you? Shift from giving solutions
Building the team who are responsible for consultancy sales?
Building the team who are responsible for consultancy sales? One way is to identify strengths and align tasks accordingly. How? ↳ Focus on the unique abilities of your team members. ↳ Figure out how you can help them apply these in sales situations. ↳ Pair individuals with weaknesses in one area with someone
Treat sales like you do client consultations.
Expert Practitioners: Treat sales like you do client consultations. It's simple with these methods: ↳ Listen more, talk less ↳ Ask probing questions ↳ Identify underlying needs ↳ Build trust through expertise ↳ Introduce unconsidered needs ↳ Educate clients on industry trends ↳ Tailor proposition to specific problems ↳ Collaborate on the client's ROI
How to show gratitude to someone making an introduction.
Networking: How to show gratitude to someone making an introduction. ⇢ Send them a thank-you note for taking time and thinking of you. ⇢ Mention specific reasons you’re excited about talking with their contact. ⇢ After your first conversation, follow up with a short note to update the introducer. ⇢ Express your gratitude
All prices are contextual.
All prices are contextual; provide value context, or your client will." That's one insight shared by Ethan Williams on Prof. Joe O'Mahoney podcast. It emphasises that consulting fees are best framed by the value they offer clients. Consultants need to highlight project outcomes and impact.
Are you working in a proposal factory?
Are you working in a proposal factory? Working in consultancy, cold proposals for ITTs and RFPs can feel like a production line when you're: ⇢ Sending out for pizza 🍕 ⇢ Writing all through the night 🌙 ⇢ Submitting last minute via a portal 🤮 Cold proposals are a soul-crushing, ineffective way to sell.
Samantha McKenna on LinkedIn personal brand building.
I finally listened to Samantha McKenna on LinkedIn personal brand building. Samantha is the founder of #samsales consulting. She is an expert in sales, LinkedIn, and pipeline generation. I found lots of ideas here for anyone wanting to upgrade their LinkedIn game. I found the ones about engaging as well