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The Sunday Dispatches archive...
3 questions to close your consulting year.
Some quick-fire which questions to finish the year. So here we go: 1. Which thing (about your consulting) did you improve this year? 2. Which client experience was your most memorable? 3. Which result are you most proud of?
High-value, low-volume prospecting.
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 ... 👇
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
Getting business meetings in a recession.
Getting business meetings in a recession. Executives are always 'sick and tired' of something. Your job is to turn that frustration into an imperative. How do you do that? 1/ Figure out what the 'sick and tired' is. Understand its impact on the executive. That might
Create an exceptional experience and you differentiate your practice.
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.
Top sales performer - two years running
When the best get better Currently I'm coaching a group of consultants in a small firm to build more productive networks. We've named this initiative The Networking Quest. If you're interested in doing something similar please get in touch. As with many things like
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."
Stop interrupting me.
Ask a precise question ... then shut up. Clients want to talk ... don't get in their way. STOP INTERRUPTING.