The single qualification criteria few people use.
The single qualification criteria few people use. Yet it totally eliminates those ‘disaster' clients'. So, before anything else do a values and culture fit.
If more than 80% of your sales rely on word-of-mouth referrals ...
If more than 80% of your sales rely on word-of-mouth referrals, why haven't you got a system in place to grow and nurture your network?
The exceptional consultants I meet are all massively curious.
The exceptional consultants I meet are all massively curious about their client's businesses. The ordinary consultants I meet are more interested in their own fields of expertise.
When was the last time you took a fresh idea to your best client?
When was the last time you took a fresh idea to your best client? When did you last create demand by pointing out an unconsidered need?
5 fears consultants must overcome.
5 fears consultants must overcome to maximize sales results … and the mindset shifts you need. 🚫 Not getting a response or being rejected by potential clients. 🚫 Being perceived as too aggressive or pushy in their approach. 🚫 Overpromising and underdelivering to clients. 🚫 Losing their status as respected authorities in their industry. 🚫 Investing
Venn diagram time.
Venn diagram time - for clients. - Great to work with. - Have interesting projects. - Pay for value contribution. Who's in the sweet spot? Where can you find more clients like those?
Assumptions hinder your understanding of client needs.
Assumptions hinder your understanding of client needs. Let's improve our performance. Dos and don'ts for client discovery interviews. Do ---- Ask curiosity-led questions Seek clarification - often Avoid snap judgements Don't -------- Rely on personas and stereotypes Assume you already know the client'
Spend time with 'middles' in big companies.
Spend time with 'middles' in big companies ... To gather information. Just know it's always 'tops' who have the power. 'Middles' can say no, but usually can't say yes. 'Tops' can say yes, or no. 'Middles' recommend
Imposter syndrome.
Do you ever feel like you're not a consultant? It's called imposter syndrome, and it's more common than you might think.
Reflective practices were key when I set out on this quest.
Reflective practices were key when I set out on this quest. Small steps consultants can take include: 🤫 5 minutes 'quiet time' before a client call 🧡 noticing feelings that came up before, during, and after 📋 a structured review and sense-making with my coach 👌 committing to behaviour change for improvement