Comments for Join Consultants Gold

Comment on The 6 C’s of Marketing for New Clients by Karen Carleton

Karen Carleton — Sun, 13 May 2012 18:13:23 +0000

Great "C"s post Jennifer. I struggle with: Courage (putting myself out there as a solopreneur), Consistency (I'm an occasional blogger and website updater), and Copy/Content (struggle with writing good headlines that get attention). I seem to be good at Compassion and Connection for the most part. Indeed, all of us consultants need to continuously learn and improve our performance. I have a lot of subject matter expertise and find business at times a steep learning curve.

Comment on The Day Before Vacation Mindset by Jennifer

Jennifer — Mon, 07 May 2012 14:40:51 +0000

Thanks Peter – so glad to know I’m not the only consultant who struggles with time stealers. And thanks for the great travel list idea Karen!

Comment on The Day Before Vacation Mindset by Peter McNulty

Peter McNulty — Mon, 07 May 2012 14:38:14 +0000

So true.
I would say reading unnecessary emails or at the wrong time is the biggest time stealer.
Despite years of being very disciplined, now that I work from home, distractions, and my ability to get distracted by them, has really surprised me.

Your email tips really help.

Thanks, Peter

Comment on The Day Before Vacation Mindset by Karen Carleton

Karen Carleton — Mon, 07 May 2012 13:59:55 +0000

Helpful reminders. I want to be a lot more disciplined and focused on my business. It can be difficult staying motivated when you are working alone. I'm a "To Do" list maker – sometimes my downfall when it's not prioritized. However, my one little trick for pre-trip organizing: keep national and international travel packing lists on my computer. Before the trip I print the right list off to help me pack at the last minute without forgetting anything. I use box bullets so it does look like a checklist. I did this initially when I worked at a remote mine site 2 weeks per month, and could not afford to forget anything. iI don't travel as much now but there is more forgotten cell phone charger or eye make-up remover on my trips!

Comment on Get MAD When You Prospect for Clients by Jennifer

Jennifer — Fri, 27 Apr 2012 20:22:45 +0000

Great thoughts Raymond – thanks! I have received a few emails from folks thinking the word "MAD" has a negative connotation. When I first wrote this article, I immediately thought of an old TV show I loved – "Mad About You". This is Webster's 6th definition for mad: overcome by desire, eagerness, enthusiasm,etc.

THESE are the clients who make consulting profitable and fun – so I am MAD about them.

Comment on Get MAD When You Prospect for Clients by Raymond W. Suarez

Raymond W. Suarez — Fri, 27 Apr 2012 19:24:54 +0000

On point, Jennifer. Down another level from strategic to tactical engagement of a prospect, the Dale Carnegie sales approach is built around a five stage selling process;

(1) Attention – steps to ensure you have the attention of the prospect so communication is effective;
(2) Interest – ensuring that the prospect is focused on you in the right way – as a problem solver and solution provider relevant to their wants, needs and desires;
(3) Conviction – a logical or mental argument that you can solve the prospect's problem;
(4) Desire – an emotional appeal and commitment to you and your solution to the prospect's wants, needs and desires;
(5) Close – a plan and pathway to helping the prospect make the final decision to commit to you to solve the problem.
I would also modify the advice of a colleague who holds the premise that a prospect must trust, like and respect you to do business with you. In my experience, I have come to believe that trust and like are essential, while respect is the obligation of the seller towards the prospect, and is earned over time to increasingly greater benefit in the relationship.

Comment on Consultants – Put Your Business in DRIVE by Jennifer

Jennifer — Mon, 23 Apr 2012 20:56:40 +0000

Totally agree Raymond. When we bring value (a reason to hire us) AND help them to say Yes – we'll get a lot more clients. Thanks for reading.

Comment on Your Call to Action to Get More Clients by Jennifer

Jennifer — Mon, 23 Apr 2012 20:53:42 +0000

Thanks for the thoughts Cherryll – I love the idea of limited paper with only a brief outline. A great suggestion on how to drive folks back to your website and build that all important list.

Comment on Your Call to Action to Get More Clients by Cherryll Sevy

Cherryll Sevy — Sun, 22 Apr 2012 23:10:32 +0000

I grew my consulting practice for the most part through speaking and learned alot along the way. One of the things I've done the past few years (didn't do then), is in addition to your suggestions #1 and #2. I prefer to provide only a brief outline of the presentation on 1 sheet of paper, rather than print out the entire slide deck. I got tired of piles of paper left behind. I provide a link on the handout which tells them that if they want the slides, they go to that link. This requires THEY take action, AND they visit our website. The slides are available as a special landing page/file my assistant loads up before the presentation. I capture their email at that time and ask if they want to sign up for our newsletter as well. Builds my list and I have prospects who are willing to take some action.

Comment on Consultants – Put Your Business in DRIVE by Raymond W. Suarez

Raymond W. Suarez — Mon, 16 Apr 2012 20:15:53 +0000

Succinct and powerful, Jennifer. Well done. The inquire and value steps are least obvious, but most important in getting to a successful engaging conversation. Thanks for sharing.