Author: James Yuille

Consulting Fees: How Should You Package Yours?

A consultant is someone who, when asked a question, provides an answer and recommends action. In simple terms, they recommend or even tell people what to do. The role of a consultant is to provide advice geared at solving problems or geared to the consulting client taking advantage of an opportunity. The Consultants Role The role is not to be confused with business coaching or that of a contractor. In basic terms, a business coach …

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Consulting Fees: Do You Charge What You Should?

In my previous article, “Are You Really A Consultant?” I proposed that a consultant is someone who gets paid for providing advice. I assume that if one is getting paid, one is a professional; in other words, seeking to make a livelihood from one’s activities. Many consultants start out working from home. They do so either for lifestyle choice, or to reduce their overhead. Their reasoning is simple; no need to pay rent for an …

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Are You Really a Consultant?

When I used an example of a hairdressing product representative giving expert advice in a previous article on this site, one reader commented ‘are we all consultants now?’ The term ‘consultant’ is very loosely defined and its meaning has become open for interpretation. The general definition of the word is “one who gives professional or expert advice” which suggests that anyone who receives payment for giving advice can be deemed a professional.  A professional is …

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Asking For the Order in Sales

Way too many salespeople lose orders they should have won. They talk too much, don’t listen enough, pitch too soon and use manipulative closes. Dear old Zig, dear old Tom; you guys made rods for our backs when you taught us “*7 ways to close the deal”. You assumed that our customers were unintelligent men, incapable of rational thought. Guys, those men own companies and make decisions about buying from salespeople, and most salespeople work …

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Making Cold Phone Calls for Consultants

While you may not relish the idea of making hundreds of cold calls, by following this process you will in effect be testing your advertising or direct mail headline. By now you have identified what problem you solve; who has the problem and who can afford to have you solve it. The next task is to plan a calling script to test the validity of your offer. Let’s say your product is a range non-toxic …

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How Do I Attract Their Attention?

A really basic introduction to copywriting. In my previous article, I said that when you identify the problem you solve and who you solve it for, attracting the customer becomes easy. All you need to do is ask them if they have the problem you solve! Let’s say you sell denture adhesive. Your target customer is anyone who wears dentures and who has problems keeping them in their mouth. Here’s how your headline might read: …

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Who Can I Sell This To?

Now that we’ve identified that you shouldn’t pitch to anyone and everyone (see: Consulting Sales a Numbers Game?), we need to address who we should be presenting to. I ask this question of my clients and I recommend you ask it of yourself. “What problem do you solve and who has both the problem and the willingness and capacity to pay you to solve it?” When you apply this simple formula, it makes it much …

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Is Selling A Numbers Game?

Despite the numbers of articles, books and training programs that would tell you otherwise, there are still people who believe that selling is a numbers game. See more people, tell your story, pitch your product more often and you’re bound to succeed. Consultants and sales managers alike want to see salespeople achieve a predetermined number of people every day. They want every prospect, every quote allocated with a probability percentage so they can make revenue …

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