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10 tips for tenacious follow up on emails
(Part 3 of 3)
This is the final article in the editing consultant’s prospecting emails series.
Part 1 introduced
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Memos written for consultants Aug 2014 - June 2024.
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Sorry I dozed off reading your email
(Part 2 of 3)
This is the second article in the editing consultant’s prospecting emails series.
The first article
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Lessons from editing prospecting emails
(Part 1 of 3)
I get to see, critique, and edit a lot of outreach emails written by consultants.
I
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Confidence tricks
If you sell consultancy you’ll appreciate how your confidence levels shift, depending on your current success.
That’s a
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How to enthuse clients about your consultancy offer ... more
Last week I wrote about enthusing clients about your consultancy offer. A couple of people ask for more details. Here’
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How to enthuse clients about your consultancy offer
Decision Makers don’t get enthused over what you do. That’s not how it works. They buy your consultancy
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Top of mind consultants
Nowadays our contacts are crazy busy. They have massive pressures on their time and energy. They’re dealing with unclear
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Painting by numbers isn’t art
Some trainers make it out to be so simple, like ‘painting by numbers’. Stay within the lines, use the right
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It was 20 years ago today ...
20 things I’ve learnt since incorporating 20 years ago.
It's 20 years since I signed up at
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4 signs a prospect relationship is going nowhere
Last week I wrote that senior level decision makers want and value long-term partnerships. They find transactional selling off-putting and
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Meetings with senior level decision makers
Your consultancy has great credentials. You don’t find it difficult to get meetings per se. However, when you analyse
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Why revenue and profit are rubbish metrics
Do the right things well
The outcome most consultants want from business development mentoring is increased revenue and profit. So,
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Do it right
I am constantly amazed how many consultants still go into client meetings and ‘wing it’. Even when they are seeing
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Be selective. Be directive.
Expert consultants often give clients too much information at the pre-sales stage. This can result in overwhelm and procrastination, because
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First Seven Jobs
I’m following the Twitter meme #firstsevenjobs. I started working at 12 years old, so I thought it might be
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Getting it
As consultants, we sometimes have prospects who just don’t ‘get it’. They struggle to see, or believe, the benefits
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How permissive are your clients?
Gaining permission is the first step to getting clients talking openly about project value and decision making.
Permission is the
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Leave things behind
As the renovation of our Victorian house continues I've noticed is that my builder leaves things behind. A