Episode 163 – A Tool for Higher Converting Consulting Networking Calls

In this episode, Melisa addresses a common challenge among independent consultants: converting networking calls into tangible business opportunities. 

Melisa begins by acknowledging the frustration many consultants face when these calls end inconclusively. She introduces the three-way mental model evaluation as a solution, encouraging consultants to analyze their thoughts about the person they’re speaking with, themselves, and their process during these calls. 

Through real-life examples and case studies, Melisa illustrates how shifting your mindset from passive to confident and self-doubt to curiosity can significantly improve networking call outcomes. She emphasizes the importance of taking responsibility for the results of these calls and provides practical strategies for implementing mental shifts. 

Melisa concludes by highlighting the positive outcomes consultants can expect from applying the three-way mental model evaluation. If you are tired of hearing “We will keep you in mind” at the end of a networking call, this episode is for you. Learn how to convert networking calls into revenue-producing opportunities with this invaluable tool for independent consultants.

KEY POINTS IN THIS EPISODE:

• [01:45] Personal update
• [04:00] Intro to topic
• [04:35] Episode agenda
• [05:35] Companion resource
  • Chapter 10 – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
• [07:50] Example scenarios when networking calls end without closure
• [12:52] Tool: 3-Way Mental Model Evaluation
  • What thoughts did you have about the person you were talking to?
    • [14:00] Client example
  • What thoughts were you having about yourself?
    • [21:18] Client example
  • What thoughts were you having about your process?
    • [26:45] Examples
• [28:03] Wrap up

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. 
• Episode 156: The 3 Lead Generation Modes for a Consulting Business Pipeline
• Episode 159 – Shorten the Consulting Sales Cycle by Offering a Diagnostic
• Episode 160 – Using Diagnostics to Uncover Consulting Leads More Effectively

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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