Episode 159 – Shorten the Consulting Sales Cycle by Offering a Diagnostic

Offering diagnostics as a service is an effective way for consultants to attract clients more quickly.

In this episode, Melisa explains how consultants can use diagnostics to identify client challenges and offer practical solutions. Melisa references real life case studies to demonstrate how diagnostics can simplify client acquisition and strengthen client relationships. She also stresses the importance of avoiding common mistakes and encourages consultants to leverage their unique expertise as a corporate consultant to create diagnostics that resonate with their clients.

Finally, Melisa emphasizes the tangible benefits of offering diagnostics, including faster client acquisition, deeper client relationships, and increased revenue opportunities. Listen to learn how to leverage your expertise as a consultant to create tailored diagnostics that add significant value to clients’ businesses.

KEY POINTS IN THIS EPISODE:

• [01:00] Personal update
• [01:50] Inspiration for episode
• [02:50] Episode agenda
• [04:00] Companion resources
  • Episode 146 – Productize Your Consulting Services
  • Chapter 6 of Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
• [06:30] What is a diagnostic?
  • [09:08] Real life examples
• [12:48] Why offer a diagnostic as a service offering?
• [16:23] Case study #1: A consultant built their own diagnostic
• [22:55] Case study #2: Partnering with another company who offers a diagnostic software
• [27:06] Case study #3: Partnering with a diagnostic company
• [29:22] Mistakes to avoid
  • [30:48] Thinking you don’t have enough expertise to build a diagnostic
  • [32:30] Assume you aren’t good at building diagnostics
• [33:50] 5-Step framework
  • [33:58] Step 1: Choose a specific area you want to help a client in
  • [35:58] Step 2: Work through components of a best in class solution to the problem you are diagnosing
  • [36:34] Step 3: Sketch out diagnostic
  • [36:41] Step 4: Test it
  • [38:02] Step 5: Build a business process to market and sell it

MENTIONED IN THIS EPISODE —

• I invite you to book a Strategy Consultation call with Melisa. On this call, we’ll dive into your business, get clear on your goals and challenges and determine an action plan for you so that you can create the business impact, income, and flexibility that you desire. To book yours, click here. 
• Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
• Episode 146 – Productize Your Consulting Services

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

1. Discuss working with me as your coach – Click here to schedule your consultation
2. Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
3. Watch my YouTube Podcast Channel 
4. LinkedIn 
5. Website 

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