Some people enjoy selling. But for most of us, it's a necessary evil. That’s why Metis has compiled 5 tried and tested ways to make it just that little bit easier.
1. Sell the leading edge
Clients don’t want to be left behind, with the activity of competitors and adjacent markets often shaping their own strategies and ideas for new projects. When they need insights and advice for a cutting-edge approach to innovative work, make sure you’re the person they pick up the phone to call. Actively prep for these sessions by investing in idea generation, research and assembling market intelligence. Use speaking engagements to build your reputation as a guru, and ensure you have several new ideas prepared at any given time so that you don’t get stuck selling out of date concepts.
2. Increase your value with freebies
It’s a commonly held view that we don’t value things we get for free, often true of consulting work. But just occasionally, doing a small project for free can be truly effective, working best at the outset of a major, transformational change - a point where people know what they have been asked to do, but really don’t understand how they’re going to do it. Getting in at the outset of such change can often lead to months, or even years of future work. A limited scope piece of work, delivered for free, is a great way to seize the initiative if you need to squeeze out competitors, the client has procurement issues or no budget yet exists. In return, you get the inside track, the chance to shape the design of what comes next, and can create the business case for the budget you need.
3. Work on-site for improved reach
To be proficient in the art of farming, (the act of selling or upscaling to existing clients), you need to be present and visible. After all, out of sight is out of mind. Physically basing yourself with the client will ensure that you are not only on-hand, but that you’re a consistent reminder and advertisement for the services of your consultancy business. You don’t need to charge for all of the time you’re stationed with them, as you can be getting on with other work remotely, but use the opportunity to be available, have chats in the corridor, and offer advice. You’ll be amazed at what drops into your lap.
4. Get your team to switch on their antennae
Consulting teams can get very focused on the day-to-day fulfilment of existing work, and tune out new opportunities. Help your team to understand that when the client says, “I need to postpone our meeting until next week because something new and urgent has come in from senior management,” they should take the initiative to read between the lines. Rather than focusing on the fact that the project has been stalled and the meeting suspended, perhaps a director or partner should be contacted about the big new opportunity that may have presented itself!
5. Be there for clients when they move roles
People change jobs all the time – so when your client moves to a new position, make sure they’re your advocate, and provide a lead-in for the company they go to next. Why not offer them a free session to help them shape their 100-day plan for the new role. It takes some investment of time from you and your team to research, brainstorm and plan, but not only do you cement the relationship and help your contact succeed, you’re also primed to hit the ground running with a potential new client, having really thought through their issues and possible solutions.
Selling just got a whole lot easier with Metis..
Metis is cloud software built by a small team of entrepreneurs who have founded, grown and sold companies like yours. We know what it’s like to manage all stages - from when there are just two of you, to when you’re dealing with hundreds of people in multiple teams. Metis is the distillation of the lessons we have learned along the way. Our mission is to make businesses like yours more successful. If you’d like to hear more about how we can help, get in touch.