Your Consulting Business Needs An Irresistible Offer - And This Is How You Build It
As a consultant, you must ensure that your business is positioned for future success.
With the world of work and the way businesses are engaging consultants changing rapidly in 2021+2022, it's essential to stay ahead of the curve so that you remain relevant and competitive in 2023.
To achieve this goal, one of the critical elements 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 over the next two years, focusing on refining and developing robust offers should be a top priority.
In this newsletter, we'll examine some successful offer templates from our framework libraries so that you stand out against competitors in 2023!
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'm also running a live event in January on this topic (free) - you can get more details here: https://www.linkedin.com/events/howtogetyournext5consultingclie7009127176885125121
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.
It can be tough to stand out against competitors, but by following repeatable frameworks like the ones given to you here, you'll be on your way to significant growth in 2023.
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Want to learn more about my process for building offers and getting new Consulting clients?
 I'm hosting a free workshop to share it soon. You can register here
 Interested in running one of my standard consults in your business?
You can apply here