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 […]

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 […]

Be the Consultant You Want to Hire (and understand what corporate decision makers want to see in a Discovery Meeting)

work meeting

When I worked as a sales executive many moons ago, I remember being on the receiving end of prospective consultants pitching their services to our company.

Unfortunately, nine times out of 10, these smart, savvy, forward-thinking folks wouldn’t get much further than, “Hi Kim, I’m here today to talk to you about x, y, z service I can offer…”

That was never music to my ears. Not only did that approach show that the person hadn’t done their homework, but that they were more interested in what they had to offer INSTEAD OF […]

Why Cold Calling on Corporate Decision Makers Rarely Works and What to Do About It

I recently talked with a consultant I’ve started coaching and asked her what method she used to prospect. She said she’d mostly been sending out cold emails to people she didn’t know and she also did a lot of cold calling.

As soon as I heard that, I stopped her in her tracks.

If you’re still doing this, I’ll ask you to stop right now, too!

Why Cold Calling rarely works.

It puts people off because they already know you’re trying to “sell” them.

Think about it. How do you feel when you know someone is trying […]