“What motivates consulting buyers to have a conversation with you?”
I was asked this question during a recent session of Consulting Growth Hour. It’s a good question.
Here are the top 3 reasons I believe consulting buyers are motivated to have a conversation with you (in no particular order):
𝟭. 𝗬𝗼𝘂 𝗰𝗼𝗺𝗲 𝗵𝗶𝗴𝗵𝗹𝘆 𝗿𝗲𝗰𝗼𝗺𝗺𝗲𝗻𝗱𝗲𝗱 𝗯𝘆 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘁𝗵𝗲𝘆 𝘁𝗿𝘂𝘀𝘁 ✅
Consulting is a relationship-based business. Referrals are very powerful especially when the buyer you’re referred to has an immediate need for services such as yours. As a consultant, you’ve got to actively work your relationships to land referrals and build new relationships. It must become a part of your weekly routine.
𝟮. 𝗬𝗼𝘂𝗿 𝗰𝗼𝗻𝘁𝗲𝗻𝘁 𝗿𝗲𝘀𝗼𝗻𝗮𝘁𝗲𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲𝗺 ✅
Content can be in the form of seminars/webinars, speaking engagements, social posts, website content, books or other mediums. But don’t expect buyers to be motivated to have a conversation with you just because you create content. Your content must create demand for your services.
You create demand by talking about:
👉 Problems (related to the current way they’re doing things) they don’t know about.
👉 Opportunity costs or costs of maintaining the status quo
👉 Big results or outcomes that are possible to achieve
👉 How your solution can help bring those results or outcomes to life (if indeed they can!)
𝟯. 𝗬𝗼𝘂 𝗵𝗮𝘃𝗲 𝘀𝗼𝗹𝘃𝗲𝗱 𝗮 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝘀𝗶𝗺𝗶𝗹𝗮𝗿 𝘁𝗼 𝘁𝗵𝗲 𝗼𝗻𝗲 𝘁𝗵𝗲𝘆’𝗿𝗲 𝗳𝗮𝗰𝗶𝗻𝗴 ✅
When someone buys a service, what they’re actually buying is certainty. The higher the ticket size of the service, the more certain they want to “feel” they’re making the right choice. So they want to know if you’ve helped solve a similar problem for an organization like theirs. That’s why specialists win big in consulting.
—
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: The Independent
