Consultant #1 Sales Tip - Do You Find it Hard to Sell Management Consulting Services?

I've been selling management consulting services for 25 years. It's not hard and it certainly isn't rocket science. Here's my No 1 sales tip for consultants.
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TIMESTAMPS (in case you want to skip) 👇
0:00 - Intro
1:04 - Listen more than you talk
7:01 - Outro
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[@ConsultingBusinessSchool]

Do you find Sales difficult for your consulting business? What's the hardest part?

[@eweimer83]

What a beautiful video. I’m in consulting myself and struggling with the sales bit, so this was great to hear this so wonderfully simplified.

[@ConsultingBusinessSchool]

Glad to hear that from someone in the same field 🙂
Thank you!

[@letiziamarchetti888]

I loved this video!! I would buy your services :)

[@ConsultingBusinessSchool]

Lots of people do 😉

[@Sheddie_]

Thank you sir!
I understood perfectly.
But what if you're in a situation where the client just wants an expedient solution but doesn't even want to give you detailed problem? statement

[@ConsultingBusinessSchool]

Walk away! It's the hardest but most important lesson to learn! If the client cannot be bothered to take the time to explain in detail what their problem is, and what help they need.......walk away. They will be a nightmare client. Expectations won't be aligned, they'll complain about everything........walk away. Did I say......walk away. As a contrast, I have just spent 2 hours at a client premises. Our first meeting was on Zoom. 3 of them, 1 of me, to determine if we could help or not. Today was 2 hours at their premises, touring the facility and discussing their problems. 3 of them, 2 of us. We go back in a week to spend another 2 hours discussing our proposal. That, is a 'professional' and respectful client. We only work with clients like that. (But these are 6 figure assignments, so the client takes care in who they pick)

[@Sheddie_]

@@ConsultingBusinessSchool thank you sir!!!🙌

[@nargilyeabasova5570]

My hardest part is pricing, I don’t know how much should I charge for services

[@ConsultingBusinessSchool]

As a worst case scenario. Work out how much you need to earn in a year. Assume you are only paid for 50% of your available days. That becomes your day rate / hourly rate. Which will probably be a bit low, but at least it gives you a starting ball park. So for example. I need to earn $50,000 a year. I'm available 200 days a year. So I need to charge at least $500 per day for my consulting. In reality you should be aiming for 60-70% billable utilisation of your time, so this is conservative. Hope that helps