Selling Your Consultancy Services

Most individuals aren’t natural salespeople, so being a “salesperson” for your consulting firm may have been an unanticipated addition to your responsibilities. The one thing you should think about is really marketing yourself as a consultant. It's not just about the product

Visibility and Access

You can create a fantastic product. You have the potential to be extraordinarily gifted in your field. You can figure out how to provide excellent value — and terrific outcomes. However, people — your clients — must be aware that you exist. Your ideal clientele must be aware that you are accessible to assist them in resolving difficulties and achieving the objectives and aspirations that are on their minds. They will not engage with you if they are unaware of your existence or if you are not on their radar.

Defined Sales Process

You must have a well-defined sales procedure. This is the method you’ll use to offer your consulting services, and it should take you step by step from the time you find new clients to the time you’re paid and ready to deliver. It’s easy to become engrossed in providing the services you’ve been paid to provide, but having a clear sales procedure in place will remind you to keep selling.

Where do you go to discover new leads? How do people learn about your consulting firm? From the first contact through the sale, what actions do you take? On average, how many meetings or phone calls does it take to clinch a deal?

Client Profile

Start by looking at your most successful customers to determine your ideal client profile. The sort of advisory services you provide will also influence your ideal customer profile. If you specialize in leadership coaching for freshly appointed directors, for example, your ideal customer may be a fledgling business with inexperienced executives who require training to thrive.

Service-based Pay

Your consulting services will set you back a lot of money for your clients. You’ll be at a major disadvantage when it comes to sealing the business if they’re not convinced of the worth of your consulting services before you speak pricing. As you talk about their difficulties and the obstacles they wish to overcome, make it clear to them how valuable it is to work with you.

Cold Emails

It might take a lot of time and effort to write out each individual email when you’re cold-emailing fresh leads. Use cold email templates that you can customize and send to each lead you discover to increase productivity. Make sure to go through each of your cold email templates and include some specifics that indicate you’ve done your homework when you utilize them. Explain why you believe they’d be a good fit for your consulting services and how you might help them in a few sentences.

Great Sales Script

You can pick up the phone and start closing deals right away if you have a strong sales script that piques your prospects’ attention. Here are some key factors to consider while drafting your script:

Develop Curiosity: With your opening words, tell them who you are, who you help, and why they should care.

Preface: Include a crisp and concise one-sentence elevator pitch.

Breathing Space: Giving your prospect the option to say no can help them stay engaged and open the door to more discussion.

Prerequisites: Inquire about their requirements to see whether they are a good fit for your firm.

Desire: Find out when they’ll make a choice, how they’ll buy, and whether they’re price sensitive.

Envision: Before you conclude the conversation, decide how you’ll continue the process and schedule a time to follow up.

Build Network

Consulting is such a trust-based industry, the ties you build today will be critical to your future success. Even if they aren’t ready to buy right now, it’s important for a new consulting business to network with firms that may become clients in the future.