Sep 26, 2020
http://www.thesaleswhisperer.com/blog/topic/podcast
http://MakeEverySale.com
- Interviewed six experts
- Productized consulting model
- Not a high-degree of customization
- Become an expert
- Step away from the product delivery
- Complexity doesn't scale
- Don't place your business at the top
- Put your lifestyle at the top
- Live the life you want
You're a commodity if you charge by the hour."
- Consulting is growing now
- Companies realize they don't have to all be under one roof
- Find the expert, bring them in, benefit quickly and grow
- COVID-19 exposed the problems companies had
- Multi-media, multi-step is still vital
- Move away from automation and personalize
- Have a genuine interest in your prospects
- Send an audio message on LinkedIn
- Send video messages with tools like BombBomb
- Sell value by understanding the needs of your prospects
- You're a commodity if you charge by the hour
- Diversification of your client base is key
- Get referrals to start
- Create IP to prove your expertise
- Add in direct outreach
- Get clear on your personas and USP
- Continue your marketing and follow-up
- Make your former employer your first customer
- You need to commit to being a business owner
- Get out of your comfort zone
- Do your own marketing in the beginning to learn it
- Get that feedback
- When to have a simple vs. a complex agreement
- Lay out what you do and what you don't do
- How to prevent scope-creep!
- Address issues right away
- Be seen as a peer
- It's not an ego thing
- It's not a finger-pointing issue
- It's a service approach
- How to get contract renewals
- Three parts to a review: Past, Present, Future
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