Do you have a tough time selling your consulting services? I get that!
Consulting services are not always easy for the other person to understand and
equate how this service would benefit them. So in today's video I'm going to
talk about exactly how to sell your consulting services by telling a
relatable story. For those of us who have met yet my name is Renee Hribar and I'm a
sales consultant, speaker and author of the book Sell Like a Mother and I have
spent the last 20 years training people face-to-face, thousands of people to sell
for the first time ever . So whatever your sales situation is I have been their.
Type what you're selling in the comments so that I can find out about your
business and follow you too. Let's dive in how to sell your consulting services
online, by telling a relatable story. I want to ask you a question.
So what problem is your business solving? When someone buys your service,
what are they curing? What ailment is going to be satiated? So let's break it
down! There's five questions I want you to ask yourself when you think about
your potential client so that you can paint a picture for them of exactly how
your consulting services would benefit them. So let's fill in the blanks this is
a two-part strategy. Fill in the blanks with me. My ideal client is concerned
about not knowing what to do when... My ideal client is concerned about not
having support if... My ideal client is feeling... My ideal client is secretly
wanting to... My ideal client is concerned about and that has tried blank in the
past with little results. So let's start with those five questions
and you can pause here and answer these questions because that's really where
the juices start to flow. I want you to approach explaining your consulting
services as a problem solver. So let's start there now. If you're ready
part two of how to sell your consulting services with a relatable story
now that you've filled in those blanks let's think about what stories are
already coming to mind of other clients you've worked with with the same
scenario. So for example, one of my clients who was an executive corporate
health coach she now consults new moms on how to feel their best
returning back to work after baby. So what she did was this after she wrote
out those answers to those questions all of a sudden all kinds of ideas and
stories of other people she had already helped back in her executive career
started bubbling up . I mean most of the women that I work with now my clients
are former executives and now they're packaging up their own consulting
services, their expertise, they're hanging up their own shingle and they're
bringing it to the online space and the local community. But it is really a
challenge to explain how your consulting services serve people. How they fill that
need, right? So this is what she came up with. The story she created by using this
exercise was you know and I really want you to get into detail you know a new
mom she was 33 recently back from maternity leave at her fast paced job as
a lawyer and it was exactly as she left it, minus her sparkle of course! Everything
was going great until the problems started to rise. Problem one she gained
five pounds in three weeks because takeout was all she could manage! Problem two
- she lost her forgot the note to the bake sale for her first grader causing a
huge meltdown that was just her. The first grader too!
Problem number three she went to work one day with one brown shoe and one blue
shoe because she was so sleep-deprived because she'd been working all night
long trying to make up for the work that she was missing in the afternoon because
she was rushing back trying to pick up her daughter from school, trying to be at
ballet practice, trying to do it all and unfortunately just wasn't working for
her. So what we came up with and this is my client talking is the solution is
after working together for just 17 days using my signature system she was able
to not only get that promotion that she was looking for but she also lost 8
pounds and she was of course not sleep deprived anymore because she wasn't
working into the night. So you know everyone loves a story everyone loves it
when you can tell a story because when the person that you're speaking to is
hearing the story they're not hearing you need this, you need that, you need to
buy this! What they're hearing is oh she had that happen to her I've had that
happened to me! Oh that happened oh that happened to me too! Oh that's what the
result was oh that's what oh that's a good oh I want that to happen to me when
they hear the end result after working with you! So the framework is is when you
write out your solution you know after working with her for set time using my
signature system techniques and I want you to name it. I want a name your
signature system and technique. She was able to start to have good things happen
and more good things happen without the thing that she was hating. So by having
that formula in place and telling the stories of your past clients it's an
essence of verbal testimonial. It's a way for you to tell the stories of other
clients without divulging names of course but by allowing the person that
you're speaking to to see themselves into that picture. They were like yeah
that's happened to me. That's happened to me! So they're agreeing in their mind.
They're yessing in their mind as opposed to I don't do that! I don't need that!
It's not me. Meanwhile it totally is right! So now here's the thing if you're
not even getting close enough to to people to have this kind of conversation
then you need to grab my zero to sales in ten minutes a day in the link below
while it's still free. That'll get you on the phone with at least five new
potential paying clients every single week! Make sure you subscribe and I will
see you here next week with more sales talk
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