All our clients have issues they want to resolve.
All our clients have issues they want to resolve. And it's up to us as consultants to lead the conversations about those issues. That was the context for the 2-minute consultant briefing I sent to my email list on Sunday. It offered 7 useful prompts to help with
Dirty secrets about meeting with the C-suite.
Gurus talk about the importance of meeting with C-suite decision-makers. But there are also some dirty little secrets they don't mention! If you're a consultant here are 3 insights/lessons you may find useful ... Lesson 1: You'll be told you need to understand the
Are your potential clients struggling to reach a buying decision?
Are your potential clients struggling to reach a buying decision? Use a contrast conversation to highlight what they'll get by working with you on the project. Step by step, here's how to do it ... 1/ Highlight the contrast between the current “problem state” and a future
Want to increase your chances of achieving your goals next week?Do this.
Want to increase your chances of achieving your goals next week? Do this... Write them down, track your progress, and share updates with an accountability partner.
For many consultants mastering sales conversations seems daunting.
For many consultants mastering sales conversations seems daunting. And it can seem messy at first ... until you get familiar with the mindset, process, and skills. It may even surprise you how similar these skills are to those you use in your consultancy work. As you practice, make sure to keep
You know those times you send a proposal and then you're ghosted?
You know those times you send a proposal and then you're ghosted? It happens to the best of us ... and it's all down to poor consulting. After all, who needs to be guiding and driving the next step in the decision-making process?
I learnt the hard way that selling a project idea you're not 100% sold on leads to disappointment.
I learnt the hard way that selling a project idea you're not 100% sold on leads to disappointment. But how do you sell yourself? Start by making sure you have defined a clear purpose for the project. Then make sure you look at the results, measures of success,
I appreciate ambitious clients with big goals.
I appreciate ambitious clients with big goals. That's because achiever types draw out my best coaching and inspire me. You know who you are … don't you?
The ONE question that changes the quality of your client relationships.
The ONE question that changes the quality of your client relationships. Ask yourself this before, during, and after EVERY meeting. "What do THEY care about?
Many consultants avoid sales for fear of being pushy and upsetting clients.
Many consultants avoid sales for fear of being pushy and upsetting clients. You can sell successfully without compromising your integrity. And beat the fear with these 10 useful tips. Do: 1. Believe in what you offer. 2. Focus on helping clients instead of just making sales. 3. Be yourself and