How do you get clients for your consulting business? Now, if you are a
woman working from home, you're in the online space, you're probably thinking
"how am I going to go out and get clients?" So, perhaps you've tried social media.
You've got a website set up, and you're just thinking "look, it's not really
happening." Maybe you went to networking events or perhaps that's not an option
for you at the moment. And you think "how do I get clients?" So, I'm going to assume
a few things about you. First is that you are really good at what you do. Maybe you
have held down a good job in the past in in a full-time job or perhaps you've
worked through agencies. And really it's time for you to go out on
your own. So, I'm assuming that you're good at what you do, that you're smart,
that you are able to figure things out, that people recognize
pretty quickly they recognize that you've got a gift. I'm also going to
assume that you probably find selling a little bit hard. That's very common
unless you've got a sales background in your family or in in your work history
or in your culture sometimes in the family or something like that. Then
it can be really, really difficult to do the pricing and the selling. So, I'm going
to assume that as well. That's actually good news for you. And the third thing I
want to say is that you are kind. That's what I wanted to say is that you are a
kind person and so you kind of almost feel bad for the client. You almost feel
feel bad talking to them. You don't maybe like talking about money and you don't
like talking about budgets and this sort of thing. And somebody tells you "well,
just do it!" "You just have to do it!" Like, it's not very empathetic, is it? So
why is it good news that you are kind, and that you are smart, and able to
figure things out, and that you don't like selling? Because if you are getting
on the side of the client, if you are understanding things from the client's
point of view, then it will become a lot easier for you to sell,
because what you're selling is: it's not about you. It's not about your making the
sale. It's about the client having that transformation that you're able to bring
them. Three points I want to make. The first is that know exactly who your
clients are or who they should be. Now, that may mean punching above your weight
a little bit, starting to work in industries or work or try to go for
industries that you don't have a lot of experience in. Or working with some
companies that are, you know, a little bit above what you've done before, but know
exactly who your clients are. The temptation—especially if you're starting
out or if you're going through a bit of a dry patch in your business—the
temptation is basically to talk to anyone and that can
really undo your business and can discourage you as well. Know exactly who
your clients are, okay? There are some people out there who are really going to
need the value that you bring. Number two is that you don't need many clients. This
is really good news for you. You don't need to have a whole string of clients
and depending on how long you keep a client for, you may need even fewer
still, okay? So that can take a lot of the pressure off you. And then, once you get
that—even that first client—across the line, Wow! It's like—it's a financial
boost a little bit but it's an emotional boost; it's a huge one! And so you don't
need many clients. And the third thing I want to say is because you are
trying to see things through the eyes of your client. That's how you're going to sell
is by seeing it through their eyes. Why is it, why does it make sense for them?
It's not about you. It's about them and about the transformation
you can bring to them. But that doesn't mean that you devalue yourself. On the
contrary! I'm inviting you to own your worth and what I mean by that is
recognize the value that you are bringing, so it sits here in your head
first of all, then sinks into your heart. And you know it's valuable and once
you've got that in place then it's much easier for you to speak to the right
people, to raise your prices and, in fact, to sell. So, I hope you found this helpful.
If you did then don't miss any other videos of mine;
subscribe to my channel. My name is Anthony English and I help Rachels to
get confident in their business, confident in their sales, and to own
their worth. If that's something that you're interested in, then hit that like
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