LinkedIn Posts
My LinkedIn posts Jan 2022 -
Treat sales like you do client consultations.
Expert Practitioners: Treat sales like you do client consultations. It's simple with these methods: ↳ Listen more, talk less ↳ Ask probing questions ↳ Identify underlying needs ↳ Build trust through expertise ↳ Introduce unconsidered needs ↳ Educate clients on industry trends ↳ Tailor proposition to specific problems ↳ Collaborate on the client's ROI
How to show gratitude to someone making an introduction.
Networking: How to show gratitude to someone making an introduction. ⇢ Send them a thank-you note for taking time and thinking of you. ⇢ Mention specific reasons you’re excited about talking with their contact. ⇢ After your first conversation, follow up with a short note to update the introducer. ⇢ Express your gratitude
All prices are contextual.
All prices are contextual; provide value context, or your client will." That's one insight shared by Ethan Williams on Prof. Joe O'Mahoney podcast. It emphasises that consulting fees are best framed by the value they offer clients. Consultants need to highlight project outcomes and impact.
Are you working in a proposal factory?
Are you working in a proposal factory? Working in consultancy, cold proposals for ITTs and RFPs can feel like a production line when you're: ⇢ Sending out for pizza 🍕 ⇢ Writing all through the night 🌙 ⇢ Submitting last minute via a portal 🤮 Cold proposals are a soul-crushing, ineffective way to sell.
Samantha McKenna on LinkedIn personal brand building.
I finally listened to Samantha McKenna on LinkedIn personal brand building. Samantha is the founder of #samsales consulting. She is an expert in sales, LinkedIn, and pipeline generation. I found lots of ideas here for anyone wanting to upgrade their LinkedIn game. I found the ones about engaging as well
𝗝𝘂𝘀𝘁 𝗰𝗮𝗹𝗹 𝘁𝗵𝗲𝗺 𝗮𝗻𝗱 𝗮𝘀𝗸.
Just call them and ask. That was my advice to a consultant on a coaching. He'd been ghosted after submitting a proposal. Prior to this the prospect had put pressure on him to respond quickly. This is something I hear ... a lot. ----- "I don't
Using a conceptual framework in conversations.
⏱ 𝗧𝗵𝗲 2-𝗺𝗶𝗻𝘂𝘁𝗲 𝗰𝗼𝗮𝗰𝗵 𝗳𝗼𝗿 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀. ⇢ Think about a recent conversation. ⇢ Which conceptual framework did you apply? ⇢ How did that influence the client's thinking and action? ⇢ Think of a future conversation where you want to create value? ⇢ Choose a conceptual framework to produce for influence and impact? That's it. Time well
Secret laws of attraction - I don't think so.
𝗗𝗼𝗻’𝘁 𝗯𝗲 𝘀𝘄𝗮𝘆𝗲𝗱 𝗯𝘆 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝘆𝗼𝘂 𝗮𝗻𝗱 𝘁𝗵𝗲 𝗹𝗮𝘄𝘀 𝗼𝗳 𝗮𝘁𝘁𝗿𝗮𝗰𝘁𝗶𝗼𝗻. "Establishing your expertise before making direct contact is a massive advantage. However, relying solely on "attraction" could mean a long wait." I’m not convinced by the echoes of The Secret—Law of Attraction and Manifest Your Dreams hyperbole—as the best path for expert sales.
Selecting Corporate Executives.
𝗠𝘆 𝗧𝗼𝗽 𝗖𝗿𝗶𝘁𝗲𝗿𝗶𝗮 𝗳𝗼𝗿 𝗦𝗲𝗹𝗲𝗰𝘁𝗶𝗻𝗴 𝗖𝗼𝗿𝗽𝗼𝗿𝗮𝘁𝗲 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗮𝘀 𝗖𝗹𝗶𝗲𝗻𝘁𝘀 When working with large companies, choosing the right clients is key. Here’s what I focus on: 1️⃣ 𝗩𝗮𝗹𝘂𝗲 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻 Great clients prioritise long-term value over short-term costs. They appreciate quality and provide opportunities for repeat business and referrals. Why? Focusing only on price often undervalues expertise. It leads to micro-managed, unsatisfying,
Improving meetings.
⏱ 𝗧𝗵𝗲 2-𝗺𝗶𝗻𝘂𝘁𝗲 𝗰𝗼𝗮𝗰𝗵 𝗳𝗼𝗿 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀. ⇢ Think about a meeting you had this week. ⇢ Write down 3 things you want to do LESS of next time. ⇢ Write down 3 things you want to do MORE of next time. ⇢ Think of a meeting coming up next week. ⇢ Write down how you will behave then. That'