Episode Summary:
There are two sides to selling your consulting services.
It’s common for consultants to focus on just one side of the equation, overlooking or ignoring the other side.
Here’s what that means.
The two sides are – the client is qualifying you AND you’re qualifying the client.
We often focus on how to convince the client to work with us, and neglect the idea that we get to decide if they’re the best client for us.
As an independent consultant, you have limited capacity to take on clients. You want to make the most of it.
On top of that, you chose to go out on your own so that you have control over the types of clients and types of work you take on.
Let’s maximize that for you, so you’re landing the most ideal clients and engagements for you and your business.
In this episode, Melisa Liberman tackles the common challenges independent consultants face when qualifying potential clients. She explores the emotional and financial pressures that can lead consultants to accept less-than-ideal clients and shares strategies to overcome these obstacles.
Key Takeaways:
- Taking the “Bird in the Hand” Type Work: Addressing the emotional challenges consultants face when qualifying clients, particularly when facing financial pressures or a dry pipeline.
- The Client Scorecard: A powerful tool to objectively evaluate potential clients based on key criteria.
- Mindset Matters: Emphasizing the importance of maintaining a mindset of abundance and confidence when qualifying clients.
- Opportunity Cost Awareness: Understanding the true cost of accepting less-than-ideal clients in terms of capacity, compensation, and fulfillment, and the long-term impact on business growth.
Notable Quotes:
- “Desperation and neediness are unattractive in both dating and client selection processes.”
- “It’s essential to avoid accepting red flag clients and to focus on more lucrative and fulfilling work to grow the business.”
- “The opportunity cost for each client brought onboard is significant, in terms of capacity, compensation, and fulfilling work.”
By implementing a structured client qualification process and maintaining a mindset of abundance, consultants can attract more ideal clients, command higher fees, and build a thriving business that supports their long-term goals.
Tune in to this episode to discover the tools and strategies you need to effectively qualify consulting clients and make informed decisions that will propel your business forward.
FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —
- Discuss working with Melisa 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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