Finding and landing clients can be a daunting challenge for even the most seasoned professionals. Consultants want genuine opportunities to help solve problems and make a meaningful impact. There are 6 takeaways you need to know for transforming the sales process.
We Discuss:
- How do you ask for business without using standard sales approaches that feel phony?
- How do you find people to have initial conversations with about potential business?
- How important is emotional intelligence (EQ) in consulting sales?
- How do you leverage your network to find business?
- When is the right time to transition from relationship-building to making a sales pitch?
- How can consultants overcome their discomfort with selling?
Key Highlights:
- Strategies for finding and selling to clients in consulting, emphasizing authentic relationships over aggressive sales tactics. (00:02:37)
- The importance of emotional intelligence (EQ) in understanding client needs and building rapport. (25:23)
- Offering value first, such as through thought leadership or free workshops, before trying to sell services. (21:36)
- Networking and leveraging existing relationships are presented as crucial for finding new business opportunities. (05:37)
- Partnering with others who have complementary skills, especially for consultants who may lack sales experience. (29:43)
- The challenge of knowing when to transition from relationship-building to making a sales pitch. (39:25)
- The importance of making it easy for potential clients to take the next step in engaging services is emphasized. (40:26)
- Consulting sales as an ethical pursuit of helping people solve problems. (41:13)
6 Takeaways:
- Successful consultants focus on building authentic relationships and understanding client needs rather than using aggressive sales tactics.
- Emotional intelligence (EQ) is crucial for consultants to effectively read situations, connect with clients, and identify potential opportunities.
- Offering value upfront through thought leadership, free workshops, or problem-solving sessions can help establish credibility and open doors to future business.
- Leveraging existing networks and partnerships, both internal and external, is essential for finding new business opportunities and complementing one's own skills.
- Consultants often struggle with transitioning from relationship-building to making a sales pitch, highlighting the importance of recognizing buying signals.
- Framing consulting sales as an ethical pursuit of helping people solve problems can help overcome discomfort with traditional selling approaches.
