LI-2023
LinkedIn Posts Jan-Dec 2023.
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
3 months ago started sharing.
3 months ago started sharing ideas that has been locked away on my hard drive … this was the first. Lots more to come.
Want to take your existing client relationships to the next level?
Want to take your existing client relationships to the next level? Use this 7-step framework to unlock growth opportunities: 1/ Build on current trust and influence. 2/ Understand fresh needs and struggles. 3/ Offer a point-of-view and value hypothesis. 4/ Explore the client's perspective. 5/ Elicit desired results
3 unusual skills every consultant needs …
3 unusual skills every consultant needs … if they want to be …. an exceptional business developer: + Unlearning + Intuition + Improvisation 1/ Let go of your outdated assumptions. 2/ Tap into your gut feelings and inner guidance 3/ Think on your feet - in the moment.
5 powerful ideas that will amplify your sales message.
5 powerful ideas that will amplify your sales message ... Why bother? You'll elevate your personal brand and attract the right response 1/ Offer compelling statistics 2/ Develop a useful checklist 3/ Give a contrarian perspective 4/ Use graphic illustrations 5/ Make a firm recommendation Combine any two of