E12: How To Convert More Conversations To Clients
Hello! In this edition of The Unconventional Consultants, we are going to dive deep into a framework to help you convert more of the conversations you are already having to clients.
Getting more from the same effort.
Before we dive into the revelations, there's 2 news items to cover...
Yes! this is the first edition for a while, I stopped during the summer and never quite got back into it. Regular service resumes.
I'm proud to announce I have been selected by LinkedIn to be part of the first UK cohort of their Creator Accelerator Program #licreatoraccelerator which is focused on emerging content creators. There will be plenty more on this in the next 6 weeks of the program. Stay tuned...
Getting More Client Conversions From More Conversations
If you've been in consulting, sales or client getting for your consulting business, you've probably come across the 'Consultative Sales Model' or even SPIN questioning frameworks.
You are almost certainly following a similar framework in your business.
The scenario goes like this on a sales or discovery call
+ You ask questions to discover their current unhappy state - A
+ You ask questions to uncover their current desired end state - B
+ You seek to position yourself as the bridge between points A and B
IDENTIFYING ROADBLOCKS AND WIDENING GAPS
Traditionally, the way you go about building a bridge between point A and point B is by looking at specific areas with questions such as:
Sorry for this side-step but as part of the Linkedin Accelerator program that I’m a part of for the next 6 weeks, content I post there must be exclusive to there for a few days.
But rather than make you wait…
I wanted to get you this info ASAP. So to keep everyone happy here’s a link to read the rest of the model on Linkedin: