How to help busy prospects say YES

Hi! You’re here because you’re a woman who runs a consulting business, and you want to learn how to make it more profitable, more stable, and more fulfilling. In our world, that means being able to get more of the right kind of clients into your business and get paid on your value, not your time, so you can build a business that supports your life, not the other way around.

If you’re like a lot of women consultants, you’re so good at the work you do, but the process of getting new clients feels a bit like unfamiliar territory. You’ve gotten this far with referrals or word of mouth, but you know you should be doing something more proactive (but you don’t want to be salesy). You also know that what got you here won’t get you to the next level in your business.

If that’s you, you’re in the right place.

Here you’ll learn strategies you can use to attract more of the right kinds of consulting clients and get paid more for your consulting contracts, in a way that doesn’t even feel like selling.

Along the way, you’ll discover that you aren’t “bad at sales.” (I promise.) You simply haven’t learned yet. But you can learn how, feel comfortable, and actually be good at it.

We’ll cover the three critical areas to master in order to get higher-paying consulting clients:

Attract (attracting more of the right clients and filling your client pipeline)

Guide (leading a sales process and keeping clients engaged)

Close (helping clients say yes and getting paid more than you ever thought you could).

I'm glad you're here! Let's dive in.

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Consultants, we’ve all been in situations where we send an email, or submit a proposal and then we wait… and wait.

We start to wonder, did I read this wrong? Or do something wrong? Are they talking to someone else??

The fact is, if they haven’t answered your email or returned your call, it probably has nothing to do with you.?

Your prospects are crazy busy.

Listen, I’ve also been in plenty of situations where I send an email, don’t get a response, and my negative-biased brain automatically thinks the worst.?

I’ve started to wonder… is it me? Have they changed their mind? Did I say something wrong?

But actually, when I think back to when I was working for someone else, I remember exactly how it was.

You’re firefighting demands from your boss, your team, colleagues in other departments.

Your inbox is probably out of control. And they’re all urgent.

Plus, there’s life outside of work - being on time to pick up your child, or filling out endless school forms, or wondering if you have all the ingredients for dinner tonight.

So, what does this mean for the sales process?

It means we have to make things super easy for our clients:

Clients won't do anything that feels like extra work.?

They get overwhelmed by too much information.

Anything in their world that isn’t super broken probably won’t get fixed.

They will suffer through a lot of pain before making a change, because change feels risky.

They won’t dig in to see what differentiates providers.

And that means everything WE do should focus on making it EASY for them to make a decision.

We call this Leading the Client - anticipating the next step for your client, then making it super easy for them to take that step.

Then, we have to continually reinforce the outcomes and value of your work so they understand exactly how you can help them, and the value you offer is exactly what they need.

And then, frankly? You need to take care of you. Make sure you have enough in your pipeline so you’ll be covered from a revenue perspective if they go cold or the project gets pushed back.?

It’s all too easy to think it’s our fault when we don’t hear from our prospects and clients.?

Even though you’ll never probably have the whole story about what’s going on at their end, you can safely assume they’re crazy busy.?

Make their life as easy as possible and you’re much more likely to get the YES you’re looking for.

To your success,

Leah

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Hi! I'm Leah Neaderthal. I'm a sales coach for women consultants and the founder of Smart Gets Paid .

When I left my corporate career and started my first consulting business, I learned three things very quickly:

1- It’s 1000x harder to sell your own stuff than to sell someone else’s.

2- Marketing is not selling.

3- I had no idea how to sell.

I needed clients, but I didn’t know how to actually get them, and I was terrified of coming off like a used car salesman. It made me doubt whether I was even cut out to run a business.

So I taught myself how to get new clients in a way that feels authentic, allows me to be myself, and that works consistently. I now teach these techniques to others. Because I know it’s possible to learn how to land clients, and actually feel comfortable doing it, once you know how.

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Whenever you’re ready to start landing higher-paying clients, here are three ways I can help you.

1. Listen to the Smart Gets Paid Podcast

You’ll hear me chat with my actual clients as we tackle their biggest challenges in getting new clients, and you’ll learn sales strategies you can use today in your own business. It's the only podcast that can help you land higher-paying clients in your B2B consulting business. Listen on Apple Podcasts or your favorite podcast platform.

2. Get your copy of Referrals on Repeat

If you’ve gotten clients through referrals or word-of-mouth, and you want to start getting referral clients more consistently, get your copy of Referrals on Repeat, and start getting more referrals coming into your business today: smartgetspaid.com/referrals

3. Break through to the next revenue level in your consulting business with help from my team and me.

Learn the proven, step-by-step system women like you are using to get more of the clients they want, get paid way more for their consulting contracts, and build confidence that they know what they’re doing to get clients. Send me a message here on LinkedIn with “Breakthrough” in the first line and I’ll get you the details.