Never Assume Anything When Meeting with a Prospect

Business people shaking hands
One of the key things I teach and provide strategy for with my clients is the consulting/small business sales process.

This involves critical (and proven) steps for moving opportunities forward with corporate decision-makers after the first discovery meeting. Once the discovery meeting is over, you want to keep building that relationship because it sets the tone to start building business inside an organization.

Firstly, congratulate yourself for getting in the door! Now you want to be extra careful as you proceed.

Make Sure You Tick All Your Sales Process Boxes

It’s funny but […]

Does Your Unique Value Proposition Statement Sing? Real Examples Inside…

There’s a famous saying that “it’s not the best ideas that get out to market.. but the best ideas that are sold….”

If you’ve ever watched Shark Tank or Dragon’s Den, you know would-be entrepreneurs have, in essence, less than a minute to get potential investors interested in their business idea.

It’s no different in the corporate space. There is a finite time – whether in-person, by email or phone – to make the right impression the first time.

Seems simple enough, right?

Well, here’s what I’ve seen over the last couple decades…

An amazing vast array of […]

6 proven strategies for using corporate workshops to build your consulting business

In the world of consulting to corporate clients, it’s better to create a full suite of offerings, rather than be known as a one-trick pony. Otherwise, you’re shooting yourself in the foot because you won’t be able to provide enough deliverables to scale effectively. Corporate workshops are one of the highest ticket services you can provide.

  • By leveraging your Intellectual Property (IP), you set yourself up to land 1000-day corporate clients. You can even license your curriculum to others to deliver and use.
  • This allows you to create multiple income revenue […]

Warm up your cold calls now

woman's hands on computer keyboard
Making cold calls or sending cold emails are typically the last thing any entrepreneur wants to do.

On the flip side, most would-be clients don’t want to receive information from someone they don’t know.

But corporate client prospecting doesn’t have to be that challenging.

The good news is, you can spend ALL your time in what I call the “no cold calling zone”.

It’s a place from which you can generate leads without feeling salesy (and without your clients feeling like Herb Tarlek, the fictional slimy salesman for WKRP in Cincinnati TV […]

7 Ways to Boost Your Consulting Revenue

laptop consulting revenue

Do you know 7 Ways to Boost Your Consulting Revenue? Some years ago, I got a huge wake-up call when I put all my eggs in one basket.

I put all my effort and energy into a deal I thought was a sure thing. In fact, I figured I’d be pretty much set for the next few decades with all the $$ I’d get.

 

I spent months with a technical team developing a computer packaging product that I thought Steve Jobs (who was the newly re-appointed Interim CEO of Apple at the […]