Easy...When You Know How
Russell Pearson CSP
Hall of Fame Inductee | Top Voice in Consulting | Host of the Your Consulting Business Podcast | Business Blacksmith – We Support Super Smart Consultants to Forge Successful Consulting Businesses.
Patrick didn’t have enough clients.
He had some clients, just not enough.
Enough to ensure he could pull his weight when it came to family finances.
Enough to no longer feel that nagging anxiety about cash.
Patrick was smart, definitely. Enthusiastic, for sure.
Just not getting what we wanted or needed.
We had a solid conversation.
One of the conversations where people drop the mask and admit they need a little help.
Those are great conversations because things change.
People change and make decisions that improve their lives.
We spoke about why he wasn’t getting enough clients.
At first, he thought it was leads, but when we discussed how many people he’d been speaking with it was clear it wasn’t the leads.
He just wasn’t converting the sales.
Patrick was finding conversations took too long.
There was a bunch of back and forth.
Sometimes he’d even get close to an agreement and his contact with leave the role and the process would start all over again.
He admitted he really didn’t have a process.
He’d get referrals when they came and he was speaking to people at networking events.
Lots of talking but no real action.
We agreed to work together and I gave him a process.
Simple to follow and all he had to do was follow the steps.
He did.
Two things happened for Patrick.
First, his conversation time decreased significantly.
Shorter, more intentional conversations.
Opportunities moved faster and the process felt smooth.
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It didn’t feel like selling at all.
And a second thing happened.
He closed a bucket load of clients.
FIVE in the first month.
“It’s easy when you know how” he laughed.
Patrick is much happier.
Our conversations now are about next steps and thoughtful growth.
The nagging anxiety is gone, because there is cash in the bank.
The change can be that easy.
Smart people following a simple process.
But most smart people with experience and expertise were never taught how.
They never had the need until they went into business for themselves.
Now client acquisition is the only thing preventing them from Consulting Success.
If you don’t have a process, let’s talk.
Cause as Patrick said... it’s easy when you know how.
Stay Passionate!
~ Russell
P.S. We just published our guide on the NEW RULES of Client Conversations if you want a copy, let me know.
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Russell Pearson is the founder of the FORGE. A Business Program for Consultants, Advisors, and Specialist Service Providers who want the freedom and flexibility to work when they want.
You can contact him directly here: https://www.dhirubhai.net/in/russell-pearson/