Today's Consulting Corner with Charles Harper is actually a rebroadcast of a conversation of about 2 years ago, but is still so very relevant for small business consultants.
This is a special broadcast we did with Mike Cooch of Kutenda, LLC. Mike also runs Local Income Lab. In this conversation Mike shares with audience of consultants on how they can be more effective in generating business.
Mike outlines, very succintly those skills that consultants need in order to achieve success. One of the thing that he hightlights, I believe will help those of you that have sales reluctance. Sometimes, it is a matter of wanting to pick up the phone to get started.
I believe that as he outlines it, sales really is a process. I realize that most of us want sales to happen the way everythng else does in out society...instantly. But that doesn't mean that you send and email, and then sit idle. You have to make the client know that you truly want to work with them by giving them multiple touches.
Here is the other key to success for sales people, and that is to know where your marketing process stops and your selling begins. Because every propsect is different. There will be times that your marketing process will be the thing that really brings a prospect to the light and other times it wil be the pre-selling that you did.
You can pick up resources from Mike by getting the Chase Formula (which I highly recommend). Follow this link to get the Chase Formula.
You can also pick up Offline Webinar Autopilot. Follow this link.
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