Words
How prospects view offers and value
Information is cheap. Let's face it everything clients need to know is out there in plain view now. Blogs, books, webinars, video, audio, online courses. Information is common and easy to access. Often it's free, or available for very little money. Execution is different. Done well
Business development snippets (for reflection)
Here are some snippets I offer clients. Slow down as you read the list and you’ll probably notice a gut reaction to each idea: 1. Reach out to your network. Find out what people need. Be helpful. 2. Stop pitching. Learn to ask great questions and frame problems. 3.
5 ways to avoid the feast or famine cycle
a.k.a. Business development when you’re crazy busy with delivery I regularly have conversations with consultants who are stretched by their project commitments. They’ve stopped doing business development because they don’t think they have time. I explain why that’s a poor choice and offer them
Seal the deal - a lesson in mental toughness
There’s a key distinction between professional sales people and order takers. The professionals aren’t afraid to push a little, in order to seal the deal. Pushing prospects may sound like sacrilege for some consultants. However, I’m not suggesting coercion, just a gentle nudge to move prospects in
What’s happening when a deal stalls?
When one of my mentoring clients asks me about a deal that’s stalled I recommend they go ‘back to basics’ and ask themselves these 3 questions about the situation: Why change? Prospects don’t go shopping for consultancy. They buy consultancy because they believe it will help them achieve
What is it you do?
There are 4 common mistakes consultants make describing what they do. The identity parade “I’m an interventionist not an ‘on-site’ consultant. I enjoy short, sharp, pieces of work. That’s where clients get greatest value from me.” This explains how the consultant thinks about their work, but it says
How counting to six improves your prospects
You’ll know from previous articles that asking questions and listening to answers are two of the most powerful tools in the consultant's kitbag. Here are four micro-skills for improving your performance: 1. Once you've asked a question stay silent. Count to six before speaking. The
Are your prospects dawdling?
When a prospect dawdles it's because they don't have a sense of needing to take urgent and immediate action. They are perfectly happy with their current situation. Do you remember the last time you got a splinter? Or snagged a nail? Or perhaps got a stone
How do clients know you're any good?
People are judging things (you) all the time. You’ve probably heard people say that they don’t trust men with beards, or that you won’t get a reliable product from someone who doesn’t polish their shoes. It's strange I know. These 'complex equivalences'
Selling as a team sport ... it's not what you think
We think of team selling as a bunch of consultants working together to win a client, usually lead by a senior partner. This directive isn't about that. What if you got close enough to your prospects that they felt you'd become a co-conspirator, working to achieve