What I Learned About How to Sell Consulting and Coaching Easily
If you’re a consultant or a coach, you can probably recall a time in your business when you felt the panic of lack and scarcity as you wondered where your next client might come from. Or maybe you’re in that place now. While the highs and lows of entrepreneurship are to be expected, no one likes the stress of not having enough leads or worrying if they’re going to meet their revenue goals. In this blog post, I’m sharing a super simple method for how to increase consulting sales. This works across the board with coaches, service providers, and brick and mortar shops as well.
Many business owners underestimate the connections they already have. Instead, it seems they are constantly worrying about having enough leads, making new connections, attending additional events and networking opportunities. In reality, they have probably spoken to hundreds or even thousands of leads, but have forgotten about them three to six months later. By implementing a system to track and follow up with these leads, you might be surprised to find you have more potential clients than you can handle!
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How to Sell Consulting Services Easily
A few years ago, I was consulting for a national beauty brand that had approximately 20 brick and mortar stores. They shared it was their goal to expand to 100 locations, but one concern was gaining the revenue and awareness needed to support that growth. During my initial research, I learned many of the people who worked at the front reception desks weren’t necessarily tech-savvy, but were instead skilled in other ways such as estheticians or beauticians, so they weren’t adept at using the complicated CRM the owner had in place for leads. As a result, follow up simply wasn’t happening, sales weren’t increasing, and they weren’t hitting their targets for growth.
The solution: ease and accessibility.
While I believe technology is amazing, I also think it has a time and a place. My experience has shown me that for people who, in my client’s position, weren’t really skilled at that type of technology, or others who may be solopreneurs or people who may simply learn better through the kinesthetic act of writing on paper, it’s important to have alternatives.
Once we created a system that was easy to set up, created the right messaging and systems for follow up, my client was able to realize 100% growth 90 days later.
So if you’re feeling like you aren’t sure who your true leads are or remembering who you spoke with a few months ago or are in a constant state of lack, follow these steps below:
Write Your Leads Out on Paper
Start by going through all of your connections, and I do mean all of them. Look in your digital address book, LinkedIn, Facebook, Instagram, leads buried in your email, maybe those notebooks from conferences you’ve attended so you recall that amazing person you met over coffee, all the different places you’ve started to form relationships.
The truth is, your brain has a bias to believe there is lack and scarcity - after all, it was designed to solve problems. So if it believed there was an abundance of leads and revenue potential, there wouldn’t be a job for it to do. This is why it often feels like there aren’t enough leads when in reality, there are ample opportunities for connection once you start following up in a new way or different way.
At the same time, our brains are not meant to be used as storage units. This is why it’s important to write them down on paper because it relieves your brain of having to remember who you met last year and when you were supposed to circle back. You can use a notebook, or a lead log like this one I’ve created for my business.
This method works for ALL types of businesses whether agencies, solorpreneurs, B2B, B2C, those in the operations space, finances, simply anyone. Set aside about one or two hours to focus on this task of gathering and writing down your connections.
Decide on Your Messaging for Selling Your Consulting Services
This is such an important piece to do BEFORE you start reaching out to your connections. This isn’t to suggest you’ll sound like one of those telemarketers reading off a card in response to objections, but instead take the time to decide on your core messaging and refer to them every single time you reach out.
Your process may be technology based or manual or it may be via text or email depending on how your avatar likes to be communicated with. One of my best recommendations here is to lead with value instead of going in wondering what they’ll be able to do for you or which service they will buy. People have become savvy to this type of messaging and will spot it a mile away, so be authentic and genuine in your approach.
Another thing you’ll want to keep in mind is to have a variety of follow-ups planned for the different ways your audience is likely to make decisions. In other words, on the Kolbe scale, those who are high Fact Finders do best with data. They love numbers and case studies and seeking proof your offer will work for them. Others, like Quick Starts, are likely to shut down if you start sharing long blog posts to read or lengthy webinars to watch; it will be on the perpetual back burner of their to-do list. Instead, you’ll want to have some short follow ups in your pocket for these types of decision makers.
A variety of message formats will usually result in one type resonating more than the other and gives you a good chance to move forward.
If you need some templates for follow-up scripts to get started, you can download them here. Inside you’ll find a variety of methods from email to text and also a mix of formats.
Follow Up Daily
No doubt you’ve heard the saying, “The fortune is in the follow up.” It’s such a popular adage because it’s true! The best part is when it comes to selling your consulting services you don’t need a lot of time for follow up. Once you have your messaging in place, you can continue to reach out daily in 10 or 15 minute blocks of time. Remember, this may be something as simple as commenting on your lead’s social media posts once each day so you stay top of mind. Don’t overcomplicate this!
I suggest gamifying the process by highlighting each of your leads when someone books with you and then noting what the value is. I’ve found this can be such a motivating tool to see the sheet turn yellow as you highlight additional names which means you’ve deepened those relationships, provided value, generated revenue, and will be providing transformation for that person.
This can also be an interesting way to track the ROI of different activities for you if you start to notice patterns in the leads as they convert. How many came from a particular platform? How many were from a conference or event you attended? You may decide to include more - or less - of something in the coming year depending on whether or not the connections you’re making are people within your target audience.
Remember, you can transfer this process to a technology-based one down the road, but begin by keeping it simple and making it part of your routine that you want to put in place for your coaching or consulting business. It’s helpful to work out what you want to happen on paper first and then move it into a CRM like Pipedrive later when, and if, it’s appropriate for your business.
Put this pattern into place in your business, and you’ll enjoy more revenue than you thought possible!
How to Sell Consulting Services and Enjoy More Freedom
The first step in how to sell consulting services - or any services - is creating meaningful connections and recognizing the potential leads you already have. Take the time to formulate your core messages for follow-ups including the value you’re able to share with that person; you’re well on your way to finding success in networking. But don't forget that any journey begins with small steps. A ritual of daily small investments dedicated to this task will pay dividends in the long run, so be sure to make following up a habit.
This is exactly how I started my own consulting business - by reaching out and following up with the connections I already had. Are you ready to enjoy the same time and money freedom? Take that first step today and sign up for our waitlist to learn more about how Fractional Freedom. can help you succeed at networking. Fractional Freedom puts power back into your hands, sharing step by step how to take your expertise and turn it into a lucrative consulting career. It's time for a more balanced approach; join us as we redefine what meaningful connections look like!
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