How to sell consulting services | secrets to selling high priced consulting services
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1.16 - Sales are important. You may want to do things that are important for the well-being of your country or the world. But unless you have revenue coming in all of that is just an aspiration that will never see the light of day. So one of the first things we tell members/clients who are running their own consulting firms is you need to find clients and do it in a way that closes the sale fast. And you need to avoid what we call the layman's view of the way McKinsey, BCG, Bain and so on do sale because the way they actually do sales is very different. And, a lot of things McKinsey, BCG and Bain do you cannot do as a boutique consulting firm. We will talk you through the things we done with a client from FC Insider program (StrategyTraining.com/Strategy Training apps) and similar clients that used methods suitable for smaller consulting organizations.
2.23 - If you stick to the basics finding clients is not difficult. But you must follow the plan of not acting like a large firm. Latin American office example. American express card sales strategy. Common mistake we see smaller consulting firms making when trying to sell their business consulting services.
4.56 - Michael's client. One of the techniques Michael used to sell consulting engagements.
8.00 - The second sales technique Michael and his superior at the time used to sale consulting engagements.
8.45 - The 3rd sales technique consulting firms can use to sell consulting engagements. How do you meet clients you do not know.
10.27 - Questions to ask yourself: How are you approaching your current clients? How many meetings have you arranged? How will you lower resistance? What are you going to do to get them to speak to you? How do you get to clients you do not have access to but you want to know?
10.46 - Wrap up. First thing you should not do. What to do instead. Don't waste time on complex sales presentations. Position yourself as someone who can get bankable results. Don't focus too much on implementation here. You can implement something and not get any results. Bankable results says you hire us you get this. But if you talk about implementation it does not mean you will get bankable results. What kind of clients you should focus on?
12.40 - Example of another sale. What to do if you don't have great reputation.
13.40 - Creating revenue streams.
This video is all about start a consulting business, marketing for consultants, how to sell paid consulting services, how to pitch consulting services, start a consulting business in California, start a consulting business UK, how to start a consulting business India, how to start a financial consulting business, how to start a project management consulting business, marketing strategies for consultants, high ticket sales, high ticket selling, how to become a consultant, how to be a consultant, how to sell your consulting services, consulting business, business consulting services, sales (industry), how to start business consulting company, high ticket sales training, selling high ticket items, consulting business startup, consulting business marketing, how to start your own consulting business, how to start a consulting business, how to start a consultancy, how to start a consulting company, how to start an it consulting business, how to build a consulting business, how to create a consulting business, how to open a consulting firm, how to grow a consulting business, how to start a business consulting firm, how to start my own consulting business, how to start a business consulting business, how to start an hr consulting business, how do i start a consulting business, how to run a consulting business, how to start your own consulting firm, how to start it consulting, how to get started in consulting.
#howtosellconsultingservices #startaconsultingbusiness #marketingforconsultants
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We hope you will find this episode helpful. Let us know what do you struggle with the most as part of your consulting case interview preparation. Best of luck to everyone with landing your dream job! And as you are building your skills with FIRMSconsulting content please also focus on building a skill set that will serve you for the rest of your life. Focus on building a skillset that will serve you well beyond consulting, or any job you currently have or trying to get.
"Do not act like a large firm" You know what really amazes me with our partners at FC? They lay out arguments and get you to agree to something all along the logical route until it is too late for you to turn back and discredit the viewpoint. Because doing so now, would simply imply to the audience that you are illogical. That is a skill.
This episode is very insightful as it helps us in understanding selling from many different lenses, unlike how selling is taught to us by other programs or general videos.
Just click this video out of curiosity and I am shocked this video is informational , strat to facts , and totally free ! This video at least deserve half a mil view . Your playlist also have a large collection (guys if you reading this comment bookmark 🔖 the playlist which to learn more about ) , although I was intially searching for freelancer tip on TH-cam your video did give a different prospective (btw any tip would do )
Anyways , thank you for the video And have a nice day .
Glad it was helpful! If you loved this video you will love Monday Morning 8 a.m. You can sign up for it for free here www.firmsconsulting.com/promo
Great lesson! Very inspired me! Thanks a lot!
excellent Sir, Thankyou !! although i understand lot of Telecom and Financial services businessess by working for couple of years in these companies, but still i am not able to get into consulting job despite having MBA from a good institute.
impress with the way you layout your thinking and map out corresponding strategy. Strange thing is when you talk about it, it makes perfect sense, but hardly normal people approach client this way in the first place. Thanks for sharing!
This is very typical for Michael's work. He shares very valuable insights.
Perfectly said Fluorine. It is simple, yet elegant.
Dear FC - if possible, would be great to have a follow-up episode covering strategies to sell ideas/concepts to internal stakeholders, cross functional and geographically distributed teams.
Hi Ashish, Thanks for your input. We will keep this in mind as we develop new episodes
Thank you for this. When the time comes, I know I will find this incredibly handy.
Many MBA programs now ensure that their students do consulting work for clients in another country while undergoing their program. Two good examples are Ohio State Fisher's GAP project and USC Marshall's PRIME. Could FC do an episode on this? I'm sure there are MBA students and enthusiast who are looking for ways to maximise this feature of the MBA program.
Hi Sam, We will consider this as an idea for potential future episode. Thank you for your comment
We hope you will enjoy the "How to sell consulting services | secrets to selling high priced consulting services" episode. Let us know what you think and what future topics you recommend we cover in the upcoming episodes for this series.
Superb demonstration of a step by step approach to position and engage services.
Thank you for your kind words, Rajesh.
Inspiring, thank you!
Can you please expand on how to do this on Social Media. Thanks
Nice! I like it. Thank you.
Michael speaks so well and the tone of voice is clear and soothing. He can give a 10 ml heroin shot into your arm and a few minutes later you will still feel you are high because of what you hear . On a serious note, this information is immensely valuable for two reasons. #1.It is shows a practical approach to be in the consulting space. #2- There are clear steps where one can pause, reflect and re align your moral compass and True North!. Thanks Mike.
Hi Ravi, Thank you for your comment and kind words.
Is it possible to do solo consultancy & how much revenue can one expect
Great presentation
Thank you!
Interested episode. Thanks for sharing.
Glad you liked it, Thao
This is a topic I have always been curious, very insightful and interesting. Is this the only way consulting firms get to work with clients? Do MBBs compete against each other for the right to serve a client via bidding process? Thanks FC!
Hi Jose, Yes, at times. We cover this topic in great depth in some of our FC Insider level programs (on StrategyTraining.com/Strategy Training apps). Once you get to Insider level check out How to become a McKinsey Partner, Partnership. Memoir, Rebuilding a Consulting Practice, How to Sell Like a Partner. Those are 4 good programs to start with.
Thank you!
You're welcome!
Hi I wanted to know about how to send prospect to client when they ask for it and please provide format of prospect
Hi Kotni, If we understood correctly, you are talking about sending a proposal to a client. We will add your suggestion as a potential subject for future episode. And we have a lot of information related to consulting, delivering consulting engagements etc within our FC Insider programs (StrategyTraining.com/apps). We also recommend for you to check out Succeeding as a Management Consultant book on Amazon amzn.to/3a3atTn (paid link). It is temporarily available at a promotional price of 9.99$ for kindle format. It will help you become a much more effective consultant and deliver more value for your clients. Good luck!
Interested episode!
Thank you
Interested episode. thank you for you work
Good
Thanks
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