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Quickstart - Do More of What Works
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Quickstart
Grow a Profitable Consultancy and Still Have Time for a Life
In this issue
Note from Beverley - Staying Young!
One Step Further - Do More of What Works
Personal Reflections - Is Packaging the Future?
Note from Beverley
I've been a subscriber to Management Consulting Newsletter for a while and always find something of value. So I thought I'd pass it on. As Henry Ford says, "Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young."
And I'm all for staying, looking and feeling young!
Have a good week.
Beverley
bev@onestepfurther.co.uk
www.onestepfurther.co.uk
+44 (0) 1344 625713
One Step Further
Getting more ideal clients is something we all need to do at some time.
Sometimes doing new things, finding more things to do and creating new stuff isn't needed. Sometimes analysing what is working or has worked well in the past is all you need for a small shift.
So this week ask yourself what can you do more of? This might be
* Targeted networking
* Presentations to target market groups
* Coffee meetings
* Cold calling
* Email campaigns
* Letters
* Workshops/Seminars
Whatever works for you, do more of.
Now of course to do more of what works you need to know what works, so that's where to start. What is it you have actually done that has got you your clients? Can you pin down what has lead to you getting your best, ideal clients? Take a few moments to look at your client base - especially your ideal clients - and figure out how you actually got them. How did the first contact occur? What process did you follow that lead a client to say yes?
I know for me, the top 3 ways my clients have come to me are
* Networking/Referrals
* My free ecourse/newsletter
* Presentations/Speaking
So in my marketing plan I am focusing on developing those 3 channels.
Equally I loathe cold calling and letter writing isn't an approch that works for my type of business so I don't even consider those an option.
What do you need to focus on to get more from what you already do?
As well as getting more clients it may be that you can provide further products and services to existing clients and we'll cover this next week.
Personal Reflections
I've had a number of conversations with clients and colleagues recently about packaging. Not brown paper bags or plastic containers!! but packaging together of products or services to create "new" or differentiated services for current or potential clients.
I believe that consulting will change over the next few years and that the major change will be around packaging. Why do I think that? Because from what I see, hear and read the "we can do everything for anyone" sales approach is becoming tired and clients are looking for tailored products/services which address what they are looking for NOW.
As clients become more discerning, as budgets become tighter, as competition grows and as results become ever more key, the delivery of services that actually deliver measurable results will drive who is successful and who fall by the wayside.
Packaging is one way of saying
* We are different
* We do what we say
* We are what you need now
* We know what start and finish look like
The age old process of cold call, send information, arrange meeting, uncover needs and fight through bid and negotiation processes is both long winded and not always productive in terms or time and results and I believe there is another way.
It may take time for people to believe there is another way because they do what they've always done and believe their way is the way but who do you know that actually thinks there client acquisition process is really as sleek and productive as it could be - for them and their clients?
So how could you package some of the systems/processes/products you have into other products that are both tangible, measurable and differentiate you from your competitors?
Perhaps less is more and you've just never thought it could be?
Best Regards
Bev
bev@onestepfurther.co.uk
+44 (0) 1344 625713
Author Take Control of Your Time: 7 Straight Shooter Strategies for Success |
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