LinkedIn Posts
My LinkedIn posts Jan 2022 -
Influence.
Some of the smartest consultants I know have built enormous influence through their focus on community - clients, partners, and associates. 🤝
How to get to the top of the influence game.
How to get to the top of the influence game. Micro-habits for 2023. Even if you're super-busy you can still practice... ⦿ Capturing great questions ⦿ Networking on purpose ⦿ Listening before speaking ⦿ Building idea whiteboards ⦿ Asking for feedback ⦿ Commenting on more posts! If you want to gain more influence you
I've seen people try to sell ...
I've seen people try to sell ... with no effort to paint a picture ... of a brighter future ... as a result of their contribution. Visioning and storytelling ... aren't just for workshops ... use them to signpost success ... and inspire clients to action.
1 Habit Top Consultants Have That You Can Copy ...
1 Habit Top Consultants Have That You Can Copy ... And Immediately Improve Sales Performance Most successful consultants share the same handful of things in common: - They are experts in their field and recognised as such. - They have, and offer, a different and useful perspective. - They love working
How I lost a £100K project.
Ignoring personal motivation. That's how I lost a £100K project. If you want to win bigger, better projects don't forget about your client's buying motivation. If you do you'll kill trust. They'll think you're more interested in your
An Easy Framework For Selling Based on Outcomes.
An Easy Framework For Selling Based on Outcomes. I have been an advocate for outcome-based selling for years now. Here's how it started 👇 It started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client outcomes.
Consulting is a relationship business.
Consulting is a relationship business. Especially if you're going after bigger projects. Which can mean a smaller number of deals a year. So, I'm curious why ... under those conditions ... we still resort to high-volume marketing. Your thoughts on other options ...
Every consultant I know loves their methodology.
Every consultant I know loves their methodology. They can riff on it for hours. Problem is ... clients don't care. So, learn to love those big issues clients have ... and ask about their desired results. Focus conversations on this and clients will appreciate you ... and you'll win
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
Create an exceptional experience ...
Create an exceptional experience and you differentiate your practice. Fortunately most consultants won’t take time to do this. So if you do you'll stand out ... head and shoulders."