LUNCH & LEARN:HOW TO POSITION YOUR BUSINESS TO MAKE CLIENTS WANT TO WORK WITH YOU
WE ARE THE BOARD
We match brands with fractional or project based experts to fill talent gaps, solve challenges, & accelerate growth.
Business development can often be the most challenging aspect of going out on your own. When Member Karen Hayes recommended we chat with Leah Neaderthal - a sales coach for women in B2B consulting businesses - we jumped at the opportunity to learn more!
Leah began consulting in 2010 while traveling around the world with her partner. After struggling to market her own business, she taught herself a selling methodology that resulted in a 92% win rate and $3M in work - which she now teaches to her clients.?
We were so impressed with her advice - that we want to share!
Top 5 Takeaways:
?? 1. POSITION YOUR WORK AS A "PAINKILLER" rather than a "vitamin". You need a painkiller statement to help clients envision their desired future and address their presenting problem.
?? 2. COMMUNICATING YOUR VALUE is critical. The framework for value-based messaging consists of 3 levels:??
1- TACTICS (what you do)
2- OUTCOMES (the results you produce)
3- VALUE (the impact of those outcomes).
?? 3. SPECIFICITY AND EMOTIONAL RESONANCE ARE ESSENTIAL when crafting your painkiller statement. Avoid using empty phrases and focus on the specific pain points and the desired outcomes of your ideal client.
?? 4. ATTRACTING THE RIGHT CLIENTS is key to achieving financial, professional, and emotional profitability. This can be done by standing out, showing up, and filling the pipeline with the right prospects.
?? 5. WRITING WINNING PROPOSALS, pricing for profitability, and protecting your price through negotiation are all crucial aspects of the sales process. By mastering these skills, consultants can successfully attract, guide, and close deals with their ideal clients.
Thank you Leah for these tips and more!? We have our homework…. ???
#wearetheboard #knowledgeispower #businessdevelopment #lunchandlearn