It’s not always easy to find new consulting clients. It takes time, effort and consistency to build a stellar reputation for yourself – there’s just no way around that. However, there are steps to follow so that you can build a streamlined, reliable and reputable process for signing more clients than ever before.
#1 – Focus on Helping, Not Closing
My golden rule is that selling should always be helpful, not intrusive.
When you first meet with a potential client, your focus should be on helping them, not closing the deal. If you simply see them as a walking dollar sign, you’re not going to impress them by providing amazing value.
Don’t just tell your prospects what you can do for them. Take time to ask questions, get to know their needs and figure out how you can help them. This will show that you’re interested in solving their problem, rather than simply making money off of them.
#2 – Be Picky
Being picky about the clients you work with will actually help your bottom line and increase your conversion rate.
Particularly in the consulting world, it’s important to only work with clients that are a good fit for you and what you do. This will allow you to focus on providing high-quality work instead of just taking any job that comes along.
Being picky about who your client base is also shifts the power balance in your favour during sales calls – it’s no longer only about you trying to convince your prospects, but rather them trying to impress you, too.
#3 – Ask More Questions
The more questions you ask, the more you’ll learn about your prospects and their needs. Therefore, one of the best techniques for winning new clients is to simply ask more questions. This will show that you’re interested in solving their problem, help to qualify your leads and give you more insight into how well your marketing tactics are working for you. You can also use the answers to these questions as part of future conversations with prospects who need help but don’t realise it yet.
Before you agree to work with a client, it’s important to get super clear on their specific pain points and goals. Having clear expectations on both sides leads to a more productive and profitable partnership.
#4 – Perfect Your Offer
All the marketing in the world won’t help if your offer is wrong. In order to close more sales, you need to make sure that your offer is bang on the money.
Your offer should be something that your prospects can’t refuse. It needs to be irresistible, valuable and relevant to them. When you’ve nailed down the perfect offer, it’s much easier to communicate it in a way that’s easy for your prospects to understand.
#5 – Review Proposals Together
Sending your proposal and then just waiting for a prospect to say “yes” or “no” is far too passive for my liking. You need to be purposeful and take action by reviewing the proposal with them during a call, or even in-person if possible.
This gives you a far greater degree of control over the process and allows you to provide a more in-depth insight into how you can help the client. It’s also a chance to assuage any of their concerns and counter any objections.
On the other hand, if you mail or email your proposal, the client is likely to review it with a spouse, relative or business partner who lacks your expertise and may put doubts in their mind.
Reviewing your proposal with your client on a call also gives you the chance to deliver a huge amount of value. It’s a golden opportunity to get them really excited about working with you. If they walk away from the call impressed by your knowledge and expertise, they’re much more likely to sign on the dotted line – in fact, they may well do so before hanging up!
Winning more consulting clients isn’t rocket science. It’s about taking purposeful action to demonstrate that you are able to transform your clients’ businesses with your knowledge and expertise. Ultimately in order to build a thriving practice, you need to focus on selling in the most helpful way possible.