Read and learn as much as you can. Don’t take the leap unless you have obtained in-depth knowledge as to how the consulting industry operates. Right now, there are so many resources both in the online and offline arena that can offer you all the information that you might find extremely valuable in this career. These include setting up your fees, drafting contracts and documents for your protection, convincing clients to sign up with you, and many more.
Take the recent LASIK eye surgery offer I’ve received in the mail last month. “Cheap price!” was splashed all over the well-designed multi-color mail piece.
Other category of marketing where a heavy emphasis on low price or low payments could be a killer is high-end healthcare consulting like IT management or financial consulting.
Capture their attention. There are so many ways on how you can catch the attention of your target market. You can use entertainment, you can advertise your products and services, distribute information, or giveaway something so they’ll notice you. Let me give you an example; you can offer free consulting sessions to those business owners who are operating both in the online and offline arena. Offer them with solutions to their most common problems or give them tools that can improve their day-to-day operations. Once you are able to help these people, it is most unlikely that they’ll easily forget about you. So, when the time comes that they will need consulting services, you can be assured that you’ll be the first one they’ll call.
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In the sales presentation, I never talk for a long time, I just say, this is what I have, this is what it does, let’s do this right now. And then talk about baseball.
Add some human touch to your services. This is one way to show your clients how much you value the business that they are giving you. Call these people from time to time to check on their progress. You can also send them personal email just to inquire if they need something more from you. These simple gestures can help you promote customer loyalty in the long run.