Consulting Firm Owner Poll

Are you the owner of a consulting firm with staff?

(If you’re a solo consultant please disregard this post.)

Only if you have more than one staff on your team, please take 20 seconds (that’s all it takes) to share your feedback on a quick poll I’m doing below:

Fill out my online form.

How to Take Your Consulting Business to the Next Level

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The marathon runner averages 4 hours and 16 minutes.  They’ve run plus or minus that time for 2 years.

They want to finish under 4 hours at the next marathon and their goal is really to get under 3 hours.

There’s a reason all professional athletes and many of the most successful business people have coaches.

If they keep doing what they’ve been doing they’re not going to see any big improvements.

It’s the same in business…

Let’s say you’re making $8000/mo as a consultant. You want to get up to $20,000/mo.

How will you get there?

If that’s you (and your current income may be higher or lower) you’re going to have a hard time making that leap.

Why? Because currently you know how to run a business that makes $8k a month. You don’t know how to run a business that makes $20k a month. Continue Reading

4 Conditions You Must Meet for Clients to Buy

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How do you know if a prospective consulting client is ready to buy?

Andrew Sobel, in his book Power Questions, outlines four conditions that must be met in order for someone to be ready to buy your services.

The four conditions are:

1. Is there a problem or opportunity? These are the only two things that matter. Without a clear problem in mind or an opportunity to achieve a great result, a prospect will never buy. You must ask the right questions to determine if a problem or opportunity exists.

The consulting business comes down to relationships. A buyer won’t engage you because of your website or if you have a cool company name.

2. Does the person “own” the problem? This comes down to determining if the person you are speaking with is the real buyer? Do they have decision making and buying authority? Is this an issue that they are tasked with fixing? If not, you’re not talking with the right person.

3. Does the buyer have a healthy dissatisfaction with the current offering or the rate of improvement? Its one thing for a buyer to say they have a problem, they must also feel enough pain or discomfort in their current situation where they will commit to making a change. Continue Reading

The Straight-Line and How to Reach Your Goals Fast

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It’s impossible to reach your goal if you aren’t clear on what you really want.

Dusan Djukich’s book, Straight-Line Leadership, opens with a great illustration of how to be more productive and reach your goals fast.

If you want to reach your goals fast, figure out exactly what needs to happen, in the most direct and straight way.

He suggests that you start by identifying what your end goal is. Call it “Point B”. Then be clear about where you are right now, “Point A.”

Next figure out exactly what needs to happen between Point A and B to realize your goal.

Here it’s critical that you draw a straight-line, that the actions you take are direct and keep you on course.

All too often consultants plan their goals and quickly find themselves doing circles, nowhere closer to their goals then when they first set them.

A consultant I recently spoke with wondering why she wasn’t making the progress she wanted to.

“What is your goal, what do you want to accomplish?” I asked.

“Well, I’m working on my website and marketing materials. Then I’ll be ready to start marketing my services more” was her response. Continue Reading

To Be The Best, First Get Better

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Consultants often play the endless mind game of ‘know everything, know nothing’.

They start their careers by thinking they don’t know enough to be successful.

A year or two in and they think they know everything there is to know.

A simple excuse is to say that it costs money and that you don’t have an organization to fund this investment for you.

Today I want to talk about this second phase. If you’re aiming to the best in your industry or one of the best around then this is for you…

Top organizations across the globe invest in ensuring their leaders and employees have the best training.

Whether it’s bringing in speakers, trainers or consultants to share new perspectives and teach skills and approaches they are unfamiliar with.

The best of these organizations do this on a regular basis. They have annual programs to ensure that their ‘best’ keep getting better so the organization grows and prospers.

So why is it that many independent consultants feel that they know everything there is to know?

They get comfortable where they are by having enough clients to provide an income and some freedom.

Yet inside they want more. They know they should achieve greater success.

The question is, “how can they achieve that success if they aren’t prepared to improve their knowledge and skills?”

A simple excuse is to say that it costs money and that you don’t have an organization to fund this investment for you. Continue Reading

How to Get More Consulting Clients and Grow Your Income – Guaranteed

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I sat around a U-shaped table at the Wailea Beach Resort and Spa in Maui with successful consultants and 7- and 8-figure business owners.

Each of us talked about the plans for our business and how we’d achieve 40-50% growth in the next 3 months. Many of us have seen 5X-10X growth in revenues and profits in the last 6 months.

When you surround yourself with people that are successful, people that have already achieved what you want to achieve, your success is almost guaranteed.

Later that night as a few of us sat on the terrace of the hotel’s restaurant and bar over-looking the ocean and palm trees swaying, one of my coaches, Tony, said something that struck me.

He said “Now is the least you’ll ever make.”

It took a few seconds to process the impact of that statement.

Tony continued, “…unless you give up, there’s only one way your business will go, and that’s up.”

Now I knew exactly what Tony was saying, and I knew it to be true, because I’d seen the same results in my business.

Ever since I started having coaches in my life, my business has only gone one way, and that’s up.

When you surround yourself with people that are successful, people that have already achieved what you want to achieve, your success is almost guaranteed.

I say almost, because you still have to take action. A great coach will help you figure out exactly what you need to do to get the results you want – because they have the know-how and have done it themselves.

Your job is then to take what they’ve shared with you and implement. Continue Reading

5 Keys to Unlock Your Potential and Become a Great Consultant

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What’s holding you back?

What’s really stopping you from getting to where you want to go from where you’re currently at?

Common responses to these questions include:

  • “The economy”
  • “Lack of money”
  • “No contacts”
  • “Need a better website”
  • “I’m not sure what to do”

Each one of these may be a well intentioned response, yet really they’re all excuses.

Let’s look at each:

1. The economy excuse - For every consultant that says their business is suffering because of the economy I can show you an equal amount who are prospering. As I wrote in a previous post, Revlon, GE, FedEx and Microsoft were all started during a recession. If the economy is poor you need to adapt, make changes, market harder and sell better. If you wait for things that you can’t control to change you’ll be waiting a very long time.

Attend events, chambers of commerce, relevant associations. Make a list of your ideal clients and go meet with them. There are many ways to start building relationships with the right people fast.

2. The lack of money excuse - If you don’t have money it’s all the more reason to figure out exactly what you need to do to start generating more revenue. Most people that use this excuse are focusing their daily activities on non-revenue producing areas. If you don’t have money, take action now so you can start making more money. And if you’re telling yourself that you need to wait to reach a specific target before you can take the next step you know you need to take, don’t fool yourself. That’s just a way of putting off what you know you need to do.

3. The no contacts excuse - The grass is always greener somewhere else, right? You used to have a great network, now you’ve moved to a new location and don’t know anyone. And that’s holding your business back? That’s a lame excuse. If you don’t have any contacts, start making contacts. Attend events, chambers of commerce, relevant associations. Make a list of your ideal clients and go meet with them. There are many ways to start building relationships with the right people fast. Continue Reading

Get Clients and Grow Your Consulting Business Fast

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Sonaya Williams already ran a growing practice.

She specializes in helping solo professionals implement systems, build teams and outsource work so they have more time and freedom.

In less than 8 weeks she not only learned how to take her business to the next level, she started landing more clients and was able to charge more than before.

Her own team was growing but Sonaya knew she wanted to grow the business faster.

Instead of spending more time and energy in trial-and-error, she decided join my coaching program.

In less than 8 weeks she not only learned how to take her business to the next level, she started landing more clients and was able to charge more than before.

In this short interview you’ll learn what Sonaya did to grow her business and how the process she applied helped things fall into place much faster than she ever imagined.

(Click play button above to listen)

Each month I open up my schedule to talk with consultants that are ready to grow their business and want to learn the system and process consultants all around the world are now using to consistently land more clients and increase their fees. Request your complimentary Get More Clients call

Consulting Questions: How to Start a Client Meeting

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How do you start your meeting with a prospective client?

Do you tell them about your company?

By listening and asking the right questions upfront you can position yourself to win more business.

Do you mention how great your track-record is?

Do you talk about your experience and expertise?

If you said yes to any one of these you’re making a big mistake.

Most consultants lean towards talking about themselves at the beginning of a meeting.

It’s not always their fault.

Often you’ll find the prospective client saying something like, “So, tell me about yourself?”

If you want to make the most of each meeting and move that prospective client increasingly closer to become an actual paying client, you must resist the urge to talk about yourself first.

Here’s why…

The meeting isn’t about you. It’s about the buyer, their company, their challenges and goals.

And if you’re talking about yourself before understanding their situation you’re missing a great opportunity.

You’ll learn all kinds of valuable information when you stop talking and start listening.

By asking your buyer the right questions at the start of the meeting, you can then provide them with more relevant information that matches what they are looking for. Continue Reading

Selling Your Consulting Services: Who’s The True Buyer?

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A consultant I work with just emailed me…

She was all excited because she just wrapped up a meeting with a large ideal client.

When your proposal is shared with people that haven’t been a part of your meetings and prior conversations things tend to go downhill.

She forwarded over an email response she received from the prospect. It had a glowing review and the prospect believes this consultant would be a good fit.

But the final sentence in the email caught my eye.

“I will be sharing your proposal with my team, and get back to you.”

I quickly responded to the consultant to let her know that she may be talking to the wrong person. Her prospect may not be the real buyer.

Here’s the point I want to share with you today:

Just because you have a good relationship with someone in an organization and they have accepted a meeting with you, doesn’t mean they are your ideal buyer.

A real buyer must have buying authority.

That means that they can make the decision to hire you without consulting others. Continue Reading

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