Words
The Sunday Dispatches archive...
When was the last time you took a fresh idea to your best client?
When was the last time you took a fresh idea to your best client? When did you last create demand by pointing out an unconsidered need?
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's needs
Do you ever feel like you’re not a “real” consultant?
It’s called feeling like a fake* and that's far more common than you might think. So, this week I wanted to share a coaching tool which can be useful if you feel unsure. It’s also useful for anyone who wants to improve their performance. The tool
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
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/