Your Consulting Business Needs An Irresistible Offer - And This Is How You Build It
One of the critical elements in consulting sucess is increasingly coming down to how well-crafted and compelling your offers are.
An offer is usually defined in textbooks as:
An offer in the context of B2B consulting refers to a proposal made by a consultant to a potential client outlining the services they will provide and the terms under which those services will be delivered. The offer may include details such as the scope of the project, the timeline for completion, and the cost of the services. The purpose of the offer is to provide the client with enough information to make an informed decision about whether to engage the consultant's services.
But that's just too academic.
“An offer is how you package up the solution to a potential client's known or unknown problem in a way that makes sense to hire you to get the defined results”
If you want to thrive as a consultant focusing on refining and developing robust offers should be a top priority.
Here’s some offer frameworks you can play with:
1. THE DISCOVERY CALL TO ANALYSIS
This offer usually works for smaller consultancies when there is high expert positioning and accompanying inbound leads.
The lead is a discovery phase to identify the challenges' root cause and allow for suitable recommendations.
2. THE CONSULT TO LONG-TERM PROGRAM
This offer usually works for smaller consultancies when there is high expert positioning and accompanying inbound leads. Unlike the previous framework, this framework starts with a paid 1/2 day 'Strategy Consult' in a specific area.
For example, In my business, I have exceptionally well-defined standard consults in:
Consulting Marketing
Consulting Sales
Consulting Positioning - which dives deeper than the previous 2
Consultants Offer Creation - very much like this newsletter but very, very detailed
How To Get Your Next 5 Consulting Clients
I constructed these consults as standard offers that are easy to define and say yes to.
3. IRRESISTIBLE FRONT-END OFFER TO LONG-TERM PROGRAM
This offer is used when there is more of a cold audience - possibly started by an outbound prospecting method or through social media.
You'll be running 'Irresistible Front End Offer' campaigns talking to 1 particular pain point of a target audience. Once someone is interested, we make the offer to work on a long-term consulting program.
You can create your Irresistible Front End Offers by segmenting your main consulting offer. For example, a consultancy may work on the following:
People
Process
Technology
We can use each 1 of those as a front-end offer to lead into your more extensive program.
4. LARGER CONSULTING COMPANY FULL-BLOWN OFFER - CAPABILITIES LED
This model takes an initial enquiry through a staged program which elevates the value, deliverables and fees at each stage.
It is designed specifically to:
Make it easy to say yes to at each stage
Quantify the deliverables at each stage
Engage the decision-making unit at each stage and get them invested in the process
To recoup lost revenue. Most consultants get to a point of a Yes/No decision. Most of the potential is lost. This model recoups revenue from invested time and energy by including multiple ways to gain revenue - even from prospects that initially say No.
Your Actions:
Take a piece of paper or something like MIRO and map out your current offer
Look for ways to reduce time to revenue or reduce the sales cycle
Look for ways to plug leakage and recoup revenue from people that will say NO
Look for ways to make it easier for the client to say Yes, at every opportunity
Your offers are key to success as a consultant.
If you want to thrive in the next two years, ensure they're well-crafted and effective.
You now have 3 choices ahead of you:
DECISION #1: Do nothing. Surely you wouldn’t do that if you’ve read this entire post about decisions, actions and leadership?
DECISION #2: Take bold decisive action. If you want personal help to shortcut your time to revenue on the things I discuss in this post then schedule a call with me here. I’ll work out your ‘shoot for the moon’ position and give you some level of clarity on a challenge you are facing or a goal you want to attain. And IF we both think I can help, we can talk about me working with you 1 on 1 to make big shifts in your vision, action orientation, clarity and RESULTS.
DECISION #3: Dip your toe in the water. Sometimes small steps provide momentum. Upgrade to a paid membership ($99 a month) and get instant access to over $1K worth of training courses, a chat app to ask me questions AND the huge value of having me on your team. I’ll undoubtedly see a bigger vision for you than you can do on your own and I’ll make it my mission to get you there.
