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Full Description
If you have decided to become an independent consultant, you face two challenges: being good at what you do, and being good at bringing in the business.Your might be a management consultant, an architect, a writer, a trainer, an engineer, a product-placement expert, a designer, a stylist, a musician, a financial adviser, a computer-systems analyst or something else - all occupations that require specific and different sets of skills. However, in every case you also need another set of skills: knowing how to seek, obtain and serve clients.That's where this book comes in. You'll find strategies and techniques to help you be more successful at planning, building and maintaining relationships with your clients and prospects. It looks at the key issues involved in establishing yourself as an independent consultant, such as how to: create your own success plan; build your own credibility; know your customer; promote what you do; develop the relationship with your clients; keep in touch; work with your clients.How to Succeed as an Independent Consultant is concerned more with practice than theory and is packed with real-life examples and case studies from the author's extensive experience. Suitable for consultants from all backgrounds, it will help bring you the success you so richly deserve.
Contents
Introduction Chapter 1 How to create your own success plan Simplicity Audiences for your success plan Format Sample plan Borrow from the experts Chapter 2 How to build your own credibility Identify your unique selling proposition (USP) Be a specialist Understand yourself: what do you do? The elevator speech Talk the talk Chapter 3 How to come across as a success Look the part Speak the part Act the part Be enthusiastic Be optimistic Use positive language Is what you are doing helping or hindering your success? Improve telephone techniques Recognize the importance of training Chapter 4 How to distinguish yourself How are you positioned in your prospects' minds? What should be your slogo? How to write a slogo Chapter 5 How to know your customer How to find them Who do you want your customers to be? Whom don't you want as customers? Who is your dream customer? What do your prospects think or know about your area of interest? Focus groups Chapter 6 How to promote what you do Have your own Web site Dos and don'ts of Web site wizardry Be found on search engines Get linked Rise above the noise Do a mailing - but make it relevant Ask for a reply Run an advertisement - but get it right Create a newsletter Place an article about what you do Get reviews of what you do Develop a brochure Do a press release Create a press kit Do a Filofax insert Create a calendar or desktop item Get listed in trade directories Join a relevant club Join a relevant trade association Be someone in the community Be famous for something else Write a book Chapter 7 How to keep in touch Lend your prospect something that must be returned Call before or after hours to bypass the secretary/PA Get your prospect's personal direct number and use it, but don't abuse it Get to know the secretary/PA very well Leave a compelling message to ensure a call back Develop a reason to call back Never assume Remember, it's a numbers game If you just can't get through, lighten up Ask questions Get out of the office Be an extremely good joke teller Don't con your way on to the phone Chapter 8 How to demonstrate commitment The 10 commandments of commitment Commitment commentary Chapter 9 How to build your credibility even more Give him some intelligence Fax her a clipping or a note Develop a project needing input from the prospect Feed the results of the project back to them and others Seek and use testimonials Don't be afraid to ask for referrals or introductions Identify a person you know the prospect wants to meet and invite them both to lunch Develop a research programme Invite your prospects over and make a presentation Get interviewed on the radio or TV Take advantage of the interview to KIT Go for an award Become an awards judge Give an award Become a teacher Be part of the solution, not part of the problem Solve problems intelligently Offer to help them do their job Chapter 10 How to grow the relationship The art of schmoozing Identify a personal interest How to address personal interests Invite your prospect to a special event Make your prospect special Invite your prospect to speak at a function Invite your prospect to write an article Ask for his help with your pet charity Send her a birthday card Give them a lead Invest in the company Phone with an idea Ask for a press kit Ask to be on their mailing list Get to know their Web site Become a customer Get sponsored for charity Combine one client's activity with another client's Attend their industry trade shows and exhibitions Call to congratulate Call to commiserate Get well soon Send her a book Give them something you've done Treat them to something special that you do Give your best client's offspring a summer job Write a thank-you note for a piece of business Chapter 11 How to handle different relationships The Ladder of Goodwill Chapter 12 How to work with your clients in the development stage Involve your client in the work Involve the right client in the work Involve your client in the work - why Involve your client in the work - how to Talk up the benefits, not the features Talk up the ultimate benefit - how to Understand your objectives and look at them frequently Know the difference between objectives and strategy Let your strategy dictate your tactics 'We're not ready to make a decision on this...' Chapter 13 How to work with your clients in the ongoing stage Update her on your work Ask for feedback and evaluation Involve their colleagues Talk to others in the client's organization Update your client on what's going on Update your client - even when the news is bad Analyse your business Understand the 80/20 rule Rank your customers by sales Look at the trends Look at your selling time in relation to revenues Clarify your selling cycle Chapter 14 How to work with your clients when you have problems Phone your clients to give them a critique Be a good loser Why did you lose? If you screw up, own up You have a great relationship, and then your colleague harms it You've worked out a great programme together, and their inside experts kill it Your client says, 'Call me back in six months': now what? Keep an ego file Chapter 15 How to make money Pricing your services Payment rates Discounts Getting paid Train your clients Bill in chunks, with an upfront payment Bill right away Be careful! Monitor your payments Why not bill the accounts department, not the client? Follow up on unpaid bills Know the excuses BACS payments Get it in writing If you have a billing problem, deal with it Bank your cheques immediately! Chapter 16 Conclusion The 16 critical success factors for independent consultants Index
