In this podcast episode, Melisa builds on previous discussions (Episode 159: Shorten the Consulting Sales Cycle by Offering a Diagnostic) about the effectiveness of diagnostics in extending the sales cycle by explaining how to leverage diagnostics to uncover valuable client leads.
Melisa’s intentional approach underscores the integration of diagnostics as a strategic tool in the lead-generation process. Through relatable case studies, she highlights how diagnostics can be utilized across various scenarios to yield tangible leads. From networking encounters to captivating speaking engagements and post-meeting follow-ups, Melisa showcases the adaptability and effectiveness of diagnostics in different business settings.
Melisa concludes the episode with a practical four-step framework for seamlessly integrating diagnostics into the consulting business model. From defining service offerings and crafting tailored diagnostics to strategically presenting them to potential clients, Melisa offers actionable insights to empower consultants in their business development strategies. This episode’s blend of real-life examples and actionable strategies provides listeners with invaluable tools and knowledge to effectively leverage diagnostics to uncover consulting leads.
KEY POINTS IN THIS EPISODE:
- [01:00] Background on episode
- [03:55] Episode Agenda
- [05:05] Companion Resource
- [07:00] Reviewing the basics
- [07:09] What is a diagnostic?
- [08:30] Examples of diagnostics
- [11:58] Why add a diagnostic?
- [15:40] Case Study #1: Converting a new contract you met through networking
- [18:30] Case Study #2: Leveraging a speaking scenario
- [25:30] Case Study #3: Use diagnostic to go back to past clients or missed opportunities to create more business
- [27:58] 4-Step Process
- [28:20] Get clear on type of service you want to sell
- [29:00] Create diagnostic
- [30:16] Build out offer – how are you going to sell it?
- [31:09] Plan how to get in front potential buyers
- [31:40] Use this automation tool
- Score App – https://share.scoreapp.com/1bbdd221
- Examples of online assessments
- The Independent Consultant’s Business Growth Scorecard
- Independent Consultant’s Recession-Readiness Scorecard
- Independent Consultant’s Productivity Scorecard
- Independent Consultant’s Pricing Assessment
- Compelling Independent Consulting Offers Scorecard
- Consulting Retainer Readiness Scorecard
- Become a Sought-After Consultant Using Personal Branding
- Consultant’s Business Health Assessment
- Episode 57: Using An Assessment for Consulting Lead Generation
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 159: Shorten the Consulting Sales Cycle by Offering a Diagnostic
FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —
- Discuss working with me as your coach – Click here to schedule your consultation
- Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
- Watch my YouTube Podcast Channel
- Website
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