Beyond Referrals

So what will your new consulting practice look like when you know how to sell? You and your practice will look, and feel, very different. Let me explain.

You Will Understand Your Potential Client and How They Buy

You will understand the behavioural process of buying that your potential client goes through. That’s not where they buy, that’s not what they buy, that’s not how much or who buys, or what the organizational process for buying is, and it’s definitely not an industry survey about how clients buy consulting.

It is understanding the science of how the individual behaves while buying.

You Will Be Positioned For Profit

You will optimize how potential clients perceive you. You will shift their perception of your firm to the most advantageous (but accurate and credible) representation possible. You will do this in the ONLY way appropriate for a consultant and NOT focus on your “unique” process, your personality, guarantee, or other meaningless criteria. You will understand that “differentiation” is as useless as “pink hair” – unless you differentiate your practice on one specific criteria. And you will understand how to communicate this position clearly and appropriately.

Getting this wrong will guarantee continued sales frustration and low profit margins – but you will do this correctly, and selling will be easy.

You Will Have Meaningful Sales Tools

You will need selling tools like a website, e-mail, and a contact manager, and each must be managed with a specific purpose in mind. They will match up to your client’s buying process to achieve specific results at each stage. You will build each with a specific focus using your strong new market position, and an understanding of each stage in the buying process.

You Will Use These Tools Effectively

You will understand how to use the tools and processes you have created to achieve measurable results at each stage. And you will be comfortable using them. You will realize that many of the expensive tools you had previously created have been used at the wrong place in the buying process, or for the wrong purpose – but no longer! Gone are the days of the fifty page proposal.

For The First Time You Will Measure And Therefore Manage Selling Like A True Management Science

Meaningless language like “hot lead”, “cold lead” and “warming up leads” will be gone forever. You will measure leading key performance indicators with understanding, conviction, and purpose, instead of lagging indicators that have wasted your time for so long. You will have sales meetings that generate consistent results, and a strong bottom line, instead of missed revenue targets.

For the first time, you will be confident, comfortable and effective, selling your valuable consulting services for a premium price and you will become selective about the clients you accept.

Click here to read about How Beyond Referrals Can Help