The Weekly Brief
3 questions to close your consulting year.
Some quick-fire which questions to finish the year. So here we go:
1. Which thing (about your consulting) did you
Words
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High-value, low-volume prospecting.
Consulting is a relationship business.
Especially if you're going after bigger projects.
Which can mean a smaller number
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Consulting is a relationship business.
Consulting is a relationship business.
Especially if you're going after bigger projects.
Which can mean a smaller number
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Every consultant I know loves their methodology.
Every consultant I know loves their methodology.
They can riff on it for hours.
Problem is ... clients don't
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Spend time with 'middles' in big companies.
Spend time with 'middles' in big companies ...
To gather information.
Just know it's always 'tops&
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Getting business meetings in a recession.
Getting business meetings in a recession.
Executives are always 'sick and tired' of something.
Your job is to
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Create an exceptional experience and you differentiate your practice.
Create an exceptional experience and you differentiate your practice.
Fortunately most consultants won’t take time to do this.
So
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Top sales performer - two years running
When the best get better
Currently I'm coaching a group of consultants in a small firm to build
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Create an exceptional experience ...
Create an exceptional experience and you differentiate your practice.
Fortunately most consultants won’t take time to do this.
So
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Stop interrupting me.
Ask a precise question ... then shut up.
Clients want to talk ... don't get in their way.
STOP INTERRUPTING.
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When coaching ambitious people, remember this.
They want productive conversations ...
not just mental stimulation.
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Sales theory is all well and good but this is more fun and productive.
1/ Identify a high-value, high payoff client development activity.
eg. You want a better sales meetings, so experiment with:
* Building
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Some consultant's careers get stuck ...
Some consultant's careers get stuck,
because they focus too much on their job role,
and not enough on
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Getting business meetings in a recession.
Getting business meetings in a recession.
Executives are always 'sick and tired' of something.
Your job, turn that
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Are you in the top 4%?
Less than 4%
That’s how few consultants introduce themselves well. Mostly the others tell you what their job is.
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☀️ How to run brilliant first meetings
This is for situations where you decide to invest in building a highly productive, strategic relationship.You want to lead
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7-day sales experiment
Instructions
Sales theory is all well and good.
But this is more fun and productive ...
1/ Identify a high-value, high
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Hunting NEW business for your consultancy?
Hunting NEW business for your consultancy?
You could do a whole load of desk analysis.
Or just cut to the