I am so absolutely stoked and enthused about the new and improved version of my famous client consultation guide!
I added a ton more educational content while streamlining and simplifying the information into more easily digested chunks. Getting the knowledge and skills to confidently conduct consultations (and get those prized retainer clients nearly every single time) has never been easier.
I’m the type who doesn’t rest and will continue to hone and improve things until I am satisfied. And I am so totally pleased as punch with this latest incarnation!
So what is this guide all about? Why do we conduct consultations in the first place?
Because we’re not selling hotdogs, right?
Providing ongoing support is a bigger relationship that requires more of a commitment from clients. Therefore, it requires a bigger conversation.
The consultation process plays a vital role in creating your ideal business for a number of reasons:
- To prequalify prospects;
- To break the ice, establish rapport and get to know each other;
- To better understand the client’s business and his or her unique needs, goals and challenges;
- To see how you might help and where your support can be best leveraged in their business;
- To determine chemistry and fit;
- To provide context for your fees so clients more clearly see and understand the value of working together;
- To educate clients and set proper expectations and understandings;
- To set the tone of the professional relationship; and
- To demonstrate professionalism and instill trust and credibility.
The other reason to conduct consultations is to get the kind of clients you want—like those all-important retainer clients.
Retainers are the holy grail of most service-based businesses because it’s where the bigger, easier money is:
- Retainers provide you with more consistent, dependable cashflow every month;
- In a retainer-based practice, it only takes a handful of clients to earn well;
- A retainer-based practice is simpler, easier and less hectic to run because you’re working with fewer clients, there’s less administration, and you aren’t having to constantly chase down your next meal like you do in a project-based business;
- You always want to maintain a marketing presence even when your client roster is full, but marketing a retainer-based practice is far less frantic because you only need a handful of client to earn really well;
- Because it’s an easier, less frantic business that requires fewer clients to earn well, you have more room to grow and be more at choice in taking on side projects and developing other income streams; and
- With a retainer-based practice, you will have more time for life beyond your business. That’s one of the biggest reasons most of us went into business for ourselves, right?
There is no reason for you to continue struggling with getting clients or conducting consultations. My guide takes all the guesswork out and tells you exactly what to do and how to do it, including those two biggees: how to talk about fees and how to deal with the most common client objections. And just having a step-by-by process to follow (complete with diagrams and checklists) will infuse you with greater confidence. You be gung-ho to conduct your next consult!