Finding and landing clients can be a daunting challenge for even the most seasoned professionals. Consultants want genuine opportunities to help solve problems and make a meaningful impact. There are 6 takeaways you need to know for transforming the sales process. We Discuss:

• How do you ask for business without using standard sales approaches that feel phony?
• How do you find people to have initial conversations with about potential business?
• How important is emotional intelligence (EQ) in consulting sales?
• How do you leverage your network to find business?
• When is the right time to transition from relationship-building to making a sales pitch?
• How can consultants overcome their discomfort with selling?

Key Highlights:

• Strategies for finding and selling to clients in consulting, emphasizing authentic relationships over aggressive sales tactics. (00:02:37)
• The importance of emotional intelligence (EQ) in understanding client needs and building rapport. (25:23)
• Offering value first, such as through thought leadership or free workshops, before trying to sell services. (21:36)
• Networking and leveraging existing relationships are presented as crucial for finding new business opportunities. (05:37)
• Partnering with others who have complementary skills, especially for consultants who may lack sales experience. (29:43)
• The challenge of knowing when to transition from relationship-building to making a sales pitch. (39:25)
• The importance of making it easy for potential clients to take the next step in engaging services is emphasized. (40:26)
• Consulting sales as an ethical pursuit of helping people solve problems. (41:13)

6 Takeaways:

1. Successful consultants focus on building authentic relationships and understanding client needs rather than using aggressive sales tactics.
2. Emotional intelligence (EQ) is crucial for consultants to effectively read situations, connect with clients, and identify potential opportunities.
3. Offering value upfront through thought leadership, free workshops, or problem-solving sessions can help establish credibility and open doors to future business.
4. Leveraging existing networks and partnerships, both internal and external, is essential for finding new business opportunities and complementing one's own skills.
5. Consultants often struggle with transitioning from relationship-building to making a sales pitch, highlighting the importance of recognizing buying signals.
6. Framing consulting sales as an ethical pursuit of helping people solve problems can help overcome discomfort with traditional selling approaches.