February 23, 2012

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Consultants – Put Your Business in DRIVE

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When we talk to prospects, we tend to talk too much about what we DO as consultants. The most successful consultants I know do lots of listening and are good at
explaining how they can help prospects get to the better place they seek. Prospects don't care HOW I do things and usually not what I've done for other clients. After all, most prospects think their situation is unique.
 
My clients care about one thing. How can I help them solve a problem they have? How will I help them capitalize on an opportunity that is important to them or their business success?
 
If you need to rev up a bit and want to attract more new clients, consider my DRIVE method.

  • Discover – Put on your learning hat. This is where the rapport begins. You build trust with the prospect, and create forward motion in the sales cycle by asking "needs" questions. Using active listening (I make notes to help me remember, as well as keep myself from talking too much) to better hear and understand their pain points.
  • Review – Restate what they shared with you to make sure you heard their concerns correctly. Sometimes I find the first thing they share with me is the tip of the iceberg.  When I repeat back what I heard, and ask "Is this your most pressing issue or concern?", I can get additional information – or a new direction than where I thought we were going. You want to confirm that you really know what frustrates them or makes them lose sleep at night.
  • Inquire – Ask the prospect questions such as "What would happen if we fixed this?" or "What would it mean if this wasn't a concern any more?"  Get them thinking about how they could be in a different place. We all can get get stuck and feel like there's no way to change it or fix it. It's exciting to consider being in a better place.
  • Value – What is it you do that will take them to that better place?  What is the value you bring to clients – and can you paint that picture? Show them where they're be and the steps (not solutions) that you'll use to take them there.
  • Engage – It's time to ask for the business – and get them to commit to working with you.  The conversation often doesn't go there naturally – prospects rarely jump up and exclaim "I want to hire you!"  Try asking a question like "What has to happen for us to begin working together?" or "What is our next step?"  Get some form of forward action instead of leaving it in limbo and saying something like "I'll call you next week to see what you think."

Give it a try … and I'd love to hear back from you in the comments section below.

To Your Success!
 
 
 
 
Filed Under: Blog - Tips & Tools For Consultants, General Tips

Consultants – Change Your World

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Many people admired Steve Jobs' presentation style. His ability to inspire others – to dream, to imagine, to see the possibilities. If we could do that with prospects, how great would that be? If others who knew us could "see" what we are trying to do to help clients, would our word-of-mouth marketing and referrals increase?
 
I often listen to TEDTalks. Created in 1984, it is a non-profit devoted to Ideas Worth Spreading in the areas of Technology, Entertainment and Design.
 
I recently watched Nancy Duarte (CEO of an internationally known design firm that has created a quarter of a million presentations) talk on The Secret Structure of Great Talks.
 
I found her ideas and comments fascinating. Since a picture is worth a thousand words, here's her comments in a nutshell. You've started your presentation or conversation and it appears to going well – dynamic, flowing and energetic. But sometimes after we talk a bit – we flatline with our prospect.  We can see we are not engaging. We walk away from our talk or appointment with no action being taken – especially to hire us for our services.
 
Nancy became fascinated with stories and storytelling – and the diagram they would look like. After several years of study she wondered, "if presentations had a shape, what would that shape be? And how do the greatest communicators use that shape – or do they use a shape?" One Saturday it came to her and she "drew a shape".

If her shape was real, then looking at two great presentations, Steve Jobs (2007 IPhone launch speech) and Dr. Martin Luther King (I Have a Dream speech), would they follow her shape? They DID!

Starting with what is and alternating with what could be (possibilities – and the bigger the gap, the more it makes the status quo or current normal unappealing). It ends with the new bliss or new norm.

I highly encourage you to listen to her talk and learn more about what this diagram means.  She challenged me to go change my world. If you do listen, I'd love to hear your thoughts – and how you might use this when making presentations to a group, or even in your sales conversations with prospects.

Here's the link for her talk ==> http://www.ted.com/talks/lang/en/nancy_duarte_the_secret_structure_of_great_talks.html

I'll leave you with her final words – "The future isn't a place you'll go.  It's a place you'll create."  So go change YOUR world and create some great sales conversations with prospects about, not what you DO, but the difference between what is in their business and what could be – with you.
 
To Your Success!
 
 
 
 
Filed Under: Blog - Tips & Tools For Consultants, General Tips

Ways to Grow Your Consulting Business

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I've been thinking about the mindset I have with prospects – and how I can do better with existing clients. (After all, it takes 6 times more effort and money to get a new client than it does to get more business from an existing one.) Sometimes I am not as attentive to current clients as I am to new prospects I am trying to win – and that is dangerous.  So I'm working to keep these 5 ideas in my marketing and servicing mindset: 

1.  Talk to them
Treat them like you did when you were "courting them" to be clients. 

  • Follow up calls
  • Needs conversations
  • Asking questions to continue to learn more about their business

Sometimes (like friends), we take existing clients for granted.  But competitors are hungry to meet them and to talk to them.

2.  Are there issues you never discuss?
If you limit your conversations to a specific area of expertise, you may be limiting their perception of you.  The one service you provide may make them assume that is all you do – when you can offer many other services or solutions.

3.  Bring them new ideas and resources – without them asking for it.
 Do clients (and prospects you are trying to win)see you as a source of ideas and new thinking? It’s even more valuable if you provide a resource that relates to a previous conversation or issue they’ve mentioned. An article or weblink for example – it shows you were listening, understand their needs and care about their business.

We are often advised to specialize and develop an expertise in one area. (Don’t specialist make more than generalists?) When the economy is tough, you may need to widen your net a bit.

4.  Earn your way into their business.
 All clients and prospects are looking for a competitive advantage – more so in tough times. Be willing to do more – go out of your way for clients you have and key prospects you are trying to sell.

What can you offer that will give them time and experience with you so they get to know you better and what you have to offer? I know you need to generate revenue, so choose prospects wisely and give them a sense of what it’s like to work with you – before they actually do. My philosophy is I get to decide who’s a client – but they get to decide when.

5.  Try harder than others do.

Remember the old Avis vs. Hertz tag line, “We’re #2 so we try harder?” Not desperate – not needy … hungry for your business. Focus on what is good for clients and prospects – and work hard to get and keep that business.

It takes a lot to get a new client, so once you have them, work very, very hard to keep them.  What ways do you use to retain your consulting clients?  I'd love to hear your ideas in the comments section below.

I'm trying harder to serve you too, so I need your help. If you haven't completed my short survey yet, I would really appreciate if you would take a few minutes to complete this survey for me.  I'll be reporting the results in future Saturday letters.

To Your Success!
 
 
 
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Revisit Your Prospects’ 2012 Challenges

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In my monthly Teleclass, "Focusing Your Message to Get More Clients", I hear many answers to "What do you do?". (I offer this because I believe we all struggle with our answer at times – myself included.)
 
An important part of this answer should include the key problems or challenges the clients you serve (and seek) face.  If we really know their "pain", especially in their own words, we not only connect with them at a deeper level, we show them we understand their needs. How well do you know the problems your prospects face? Can you describe the challenges they face – from their perspective?
 
Some of my consulting work is with sales managers. Their key problem is finding people who can sell – and keeping them. I'm currently checking if this is still top-of-mind for them by visiting with successful sales managers in my area to test my assumption and make sure their key problems haven't changed for 2012.
 
I'd also like to make sure I have my finger on the things you want and need for 2012.  So I need your help. I have created a short survey and would really appreciate if you would take a few minutes to complete this survey for me.

 
Link: (if you need to cut and paste into your browser)
http://www.surveymonkey.com/s/BVMGVC3
 
I'll report on the results of the survey and discuss some aspects in future articles. Thanks bunches.

To Your Success!
 
 
 
 
 
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Changing Habits in 2012

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I am very good at being organized … about some things.

I've chaired conferences, planned large parties and managed projects for clients.  But I am also very resistant to the idea of getting my life organized or living with structure.  The free spirit in me avoids having a day planner and to-do lists.  I'm good at meeting deadlines, even if it means I have to stay up all night to do it.

But the last quarter of 2011, I felt a bit out of control or unfocused more often than I liked.  My day was running me rather than me running my day.  Perhaps it is the wisdom of age that has finally gotten me to address it.

Sometimes knowing yourself well means saying "This isn't working for me" – and that is a good thing.  Taking a step back and recognizing that you might be pushing something away that is actually going to help you get where you want to go.

I have big plans for 2012 – with lots of things I want to make happen personally and professionally.  I've been sharing things I'm doing to give myself more direction in hopes it will help you and/or stimulate ideas you will share with the rest of us.

My 2012 goals (to keep me focused) and my 3 words (my template for decisions) are both on a 1 page sheet of paper that hangs in front of me on my desk.  I've added a second sheet – my template for my month.

I have to report – it's been wonderful.  When someone calls and asks "When can you meet?", instead of giving them control of my calendar, I now offer them times available on Wednesday or Thursday – my out in the field days.  Maybe obvious to you but revolutionary to me with the former belief that if I was meeting clients or prospects, it was a good thing, no matter when.

I have exercise, office time, recurring monthly events, days for appointments, follow-up and planning all scheduled into my JAN Calendar Template.  It's only been 3 weeks, but I'm working hard to create this new habit.

I'd love to hear your thoughts and ideas on how you stay focused — or new habits you are working to develop.  Please take a few minutes and share in the comments section below.

To Your Success!
 
 
 
 
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My Three Words for 2012

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A new year always seems to bring a fresh start.  I guess that's why folks create New Year’s resolutions or goals. We begin with motivation and enthusiasm and usually fizzle out – sometimes as soon as the end of January. We find ourselves back in our old habits and the momentum is lost.
 
I love Chris Brogan’s My 3 Words concept - “come up with 3 words that will help you define your goals and experiences for the coming year. In 2012, he’s added an idea from Jacqueline Carly AKA Fitarella.com – 12 in 12.  Twelve things that no matter the outcome, you will look back on the year and be proud that you achieved them.  After the month of action, you decide if you will continue or drop it.
 
Here are my three words that define my 2012 – and one action for 30 days (a great way to create new habits) as a way to execute on the meaning of the three words.

HEALTH – 2011 was the year I ran a consulting business, launched a new business, was a leader in a college ministry and moved my home and business. Something had to give – and it was my health (diet and exercise). 2012 is the year to get that back.
 
SIMPLICITY – I’m a creative optimist who gets excited about many things. I’ve shared before that I like to chase bright shiny objects. In 2012, I plan to choose a few things, stick with them, practice and do them well.
 
STRUCTURE – My motto is often “I don’t need no stickin’ plan” which believe me, is usually NOT the best or easiest way. Here’s where my 12 in 12 begins. For the rest of this month I will retire by midnight and get up by 7:30 am.
 
What are YOUR THREE WORDS? Share as little or as much as you want in the “Comments” box below.
 

To Your Success!
 
 
 
 
 
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Are You Ready for 2012?

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Did 2011 pass as quickly for you as it did for me?  I accomplished a lot of what I wanted to accomplish, but there are also things that didn't get done.
 
Do you have goals for 2012?  Are they written or still formulating in your head?  Come share your goals!
 
One of the many challenges of being an independent consultant is the fact you do so much of this business alone.  Ideas, goals, decisions – often with the only perspective being yours alone.
 
It helps to talk about your goals with others who share your interests.  Sharing your goals can crystallize and cement your thinking – as well as offer some accountability because you've revealed your ideas to others.  It's out there in the "universe"!
 
Support and accountability – two things most of us need to be successful consultants – and a few of the reasons I created Consultants Gold.
 
Be part of an online goals-fest! I've kicked off the thread by posting my own business goals for 2012.  I invite you to post your goals in the comments section below.  It will give others the chance to encourage and let you know you are not alone.
 
My 2012 Business Goals:
 
Consultants Gold:
1. Finalize and launch the "Selling Your Services" Boot Camp
2. Interview Faculty and create an educational event
3. Increase interaction and conversation among Consultants Gold participants

Assessment Pros:
1.  Create a 4 tiered services model (learned this from Jim Horan at Confab)
2.  Interact and connect with current and former clients better (I'm leaving projects and money on the table)
3.  Utilize my support/resources better (Accountability partners; Collaborative partners; Virtual Assistant) by being more focused with written goals and action plans
 
Now it's your turn – Goals and comments welcomed!
 
To Your Success!
 
 
 
 
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