It takes a lot of effort to get to the point where you as a consultant are meeting with a buyer to discuss the potential of a strategic partnership. The true payoff for all of your hard work is when you and your future client are able to come to shared agreement on the work involved and your equitable compensation for the value you create.
It is for this reason, mastering your ability to close the deal is critical. The purpose of this article is to give you some tips on how to increase your close rates and your per contract fees while building trust and credibility.
If you want to achieve sustainable success as a consultant - ideally you want to create a marketing system to ensure you have a consistently full pipeline of right-fit clients.
However, there will be times when you have to feel the cash flow pressure and need to find clients...right now!
This article is designed to give you some immediate traction while still setting you up for long-term success.
In order for you get the instant results you're looking for - 3 things need to be in place:
1. Your mindset still has to be one of service and value for what you bring to the table vs. letting fear and need drive your marketing. You cannot need your clients more than they need you. They will feel the desperation and it'll affect your close rates. Make sure you breathe through your money fears and approach this task from a standpoint of abundance and avoid letting scarcity drive your marketing.
2. You have to understand that you when you...
One of the most important questions both new and seasoned consultants MUST answer is: "How much should I charge for my consulting services?"
What your charge and your pricing philosophy determines both your earning potential AND your labor intensity. It's where the rubber hits the road on your eventual income you earn as a consultant and how scalable that income ultimately becomes.
Here's some steps to follow to get you started:
1. Get clear on your pricing philosophy: Contrary to what you have heard, your price isn't determined by the market rate for your methodology or your expertise. You set your price against the value that when your expertise is applied - the value it creates for your clients. Your fee reflects an equitable energy exchange against the results you help create and the incremental value of working with you.
2. When you meet with a potential client - LONG BEFORE you put a proposal in front of them, get...
I am confident that you get how important networking is to your marketing system. You know that its an essential way for you to regularly meet and impress your future clients.
The question is: Are you making the most of these events?
Are you making the most of the events that you invest time and money to attend?
And as importantly - are you taking advantage of the networking events that you may not even realize you're attending every week?
I put together this 10-minute mini-training on "How to Turn Networking Contacts into Consulting Contracts" to give you some instant ideas on how to make the most of your networking opportunities. In this video you'll discover:
Here's a flow chart that shows you step-by-step how to make the most of your networking...
Do you know the ONE thing that will have the biggest impact on your ability to provide amazing consulting solutions to highly influential senior leaders?
Is it your technique abilities and unique certifications?
Is it your business acumen and ability to speak the language of business?
Is it your aggressiveness to convince a senior leader to include you in their strategic work?
While those things are important, they are not nearly as critical as mastering your ability to POSITION yourself as a strategic partner.
In this podcast, I introduce you to the concept of Partnership Set Up - my unique approach to landing consulting clients.
You see, when it comes to consulting to change, it's not enough get to get a client to agree to working with you. You have to create the conditions where you are perceived and leveraged as a strategic partner.
They don't automatically think of you as a...
Here's a common conundrum.
Smart and values-driven consultants typically don't like marketing. Yet they hate being the world's best kept secret.
Same goes for internal consultants. Just because you have an official role in the organization to support leaders through change and transition doesn't mean that they are aware of who you are and how to best leverage your expertise.
In this week's podcast - I have one goal: to reframe your perception of marketing.
It's not a chore you have to get through in order to finally get to the work. It IS the work. It IS the first opportunity you have to serve clients that have needs that you care very much about.
Do you the one meeting that will literally change your client's life and define your entire client engagement and earning potential?
It's the meeting that some might call a Discovery Meeting, Free Consult or Complimentary Strategy Session. Regardless of how you refer to this discussion with a potential client who expresses interest in working with you, how you handle it determines:
In this podcast from my series "Consulting Matters: Mastering the Art & Science of the Business," I'll walk you through exactly what you need to do and say to set up your consulting to maximize your contribution, credibility and compensation potential.
You'll discover the four outcomes that you...
When it comes to consulting, the client isn't always right.
More often the solution that they want isn't what they really need and what will create the results that truly matter the most to them.
It's not that they aren't smart or haven't thought through what will solve their challenges prior to calling a consultant like you. It's simply because they suffer from that "nose to the windowpane syndrome" meaning that they are too close to their challenges.
Which is exactly why they need you!
In this podcast, I share with you five ways to pivot your client from their requested methodology and what they say that they want towards a meaningful conversation around that they need which is the bridging of their business performance gaps.
Business performance gaps reflect the distance between where your clients are today and where they want to be.
Your goal as a consultant isn't to simply fulfill their order for a...
In this week's podcast I want to share with you the one skill, literally the one skill that will transform your consulting practice and your positioning as a strategic business partner within the organization. This one skill - this is the one thing that you need to master to overcome resistance, establish credibility and build buy-in.
This skill isn't project management or writing a business plan. I call it "Framing and Empathy" which is another way of describing how to create a connection with your client and give him or her the gift of being heard.
You don't establish credibility with listing your credentials or name-dropping past clients. Instead, you leverage framing and empathy to demonstrate to your client that you get them. You get their challenges and you get why resolving them matters. Armed with this ability you have the platform and position to influence a client to take action on...
Need to earn more money from your consulting but hate sales? I have some great news! You don't have to.
You don't have to become a shameless self-promoter or get overly aggressive with your pricing in order to increase your compensation.
All you need is to learn how to become a proactive advocate - the sane and integrity-filled way of landing high-paying consulting contracts.
In my latest podcast from the series "Consulting Matters: Mastering the Art & Science of the Business," I expose for you why you do and should hate sales...and I give you a better alternative.
You'll learn about how to become a proactive advocate who knows how to recommend solutions that are a client's best interest. You'll also discover why holding tight to a service mentality is just good business - for both you and your client and how this type of mentality translates into why it is in your client's best interest for you to...