How to Get High Paying Coaching and Consulting Clients
I want to let you in on a little secret about how to get high paying coaching and consulting clients..
Some of you may or may not know that David Frey was a high paid consultant for Arthur Anderson for a number of years. (Yes, the company that went down in the Enron scandal).
During the time he was with Arthur Anderson Business Consulting, he sold millions of dollars in consulting projects to Fortune 1,000 companies.
Once David discovered the secret, it was pretty simple.
He has used the same secret to sell coaching and consulting very lucrative consulting projects and coaching programs to small businesses.
Here’s the Secret…
The secret to selling high end, high ticket consulting services is having…
1. A hit list
2. A drip system
and…
3. Case studies
That’s it. That’s all you need.
HIT LIST
You need to have a list of your prime prospects. People who are decision makers that hold the purse strings who have problems that you can solve.
You can call it a “Top 500″ hit list or a “Dream 100″ list. Your goal is to get a face to face appointment with each of these people.
DRIP SYSTEM
You need to have a system that constantly communicates with your hit list.
People need to remember you and be constantly reminded about you. You need to continually be “in their space.”
CASE STUDIES
Your prospect needs to believe that you’ve “been there and done it” and have proof that you’ve produced results for others.
Your case studies should be described using David’s PSR Formula.
P = Problem – State the problem
S = Solution – Explain how you fixed it
R = Results – Share the resulting benefits
If you have these three things, you can sell just about any service at just about any price.
So Here’s What You Have to Ask Yourself
Question 1 – Do you have a hit list?
Question 2 – Do you have a drip system?
Question 3 – Do you have case studies?
Once you get these three things, all you have to do is implement your drip system that delivers your case studies to your hit list over a sustained period of time.
If you’d like to know how to get your coaching and consulting prospects to treat you like a rock star celebrity and immediately ask you for your availability regardless of your fees, then visit…
Technorati Tags: business training, online business coaching, mentoring, consulting, high paying clients
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