How to help those who want to help themselves.
How to help those who want to help themselves. Turn prescriptive advice into actionable empowerment: You should do this → What’s your plan for it? Here’s what I’d do → How do you see it working? Let me help you → How can I support you? Shift from giving solutions
Building the team who are responsible for consultancy sales?
Building the team who are responsible for consultancy sales? One way is to identify strengths and align tasks accordingly. How? ↳ Focus on the unique abilities of your team members. ↳ Figure out how you can help them apply these in sales situations. ↳ Pair individuals with weaknesses in one area with someone
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
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
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 have
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.