The biggest obstacle to promoting consulting services to new customers is often your own resistance to the idea of selling. Yes, S-E-L-L is a four-letter word. But it’s not something you should be ashamed of. Few people want to grow up and be salespeople. The images of the used-car salesman or the retailer unloading inventory on customers are negative ones. Those are cases where salespeople have their own best interests at heart, not the clients’.
Continue reading “How Consultants Learn to Like Personal Selling”
Requests for proposals (and similar terms) have advantages and disadvantages. The main advantage is the implication that the low bid will get the job, so new consultants can establish a track record and others can buy jobs. For some state contracts, there is a requirement that the low bidder get the job. However, there is generally a catch. The low bid must show the capacity to do the job. If they don’t know you, or your bid is poorly done or incomplete, they move on to the next highest bidder.
Continue reading “Dealing with RFPs”
Most consultants neglect their marketing. Generally you like doing the work more than getting the work. But to be successful as a consultant you must build some form of marketing into your regular schedule. Here are a five tips on how to approach the process.
Continue reading “5 Tips for Marketing Your Consulting”
There are hundreds of details and specific methods to marketing. However, each consultant generally only uses a few approaches. Following are some outlines of how actual consultants have marketed their practices or build large firms.
Continue reading “How Consulting Firms Market”
The term ghostwriter means different things to different people. I’ve done different jobs for different situations. No matter what you call it, the point is to produce a useful product that serves the goals of the “author” whose name goes on it. Continue reading “Working With A Ghostwriter”
Selling is far more than face-to-face communication about what you’re selling. In fact, that’s the least part of it. In my book on sales, we break the process down into five general areas:
- building relationships
- analyzing needs
- knowing customers’ industries
- generating creative solutions, and
- helping your customers succeed Continue reading “Selling is Far More Than Persuasion”
Let’s face it, contractors get taken advantage of by owners and others. They post bonds and still don’t get paid for work until it’s done. But try getting owners to routinely post bonds! Despite all that, customer service is the name of the game for successful repeat jobs, negotiated work, and CM work.
Of course, it’s not called customer service in the construction industry. It’s part of marketing, guarantees, owner relations, or whatever. Continue reading “Customer Service for Contractors”