The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom

Your persuasive story continues with the Desired Outcomes section. A typical consultant describes the objectives as deliverables that the client will receive in the future. Something like, “We will deliver a comprehensive recommendations presentation at the conclusion of this initiative.” You, however, are going to encourage

Bob asked a variation of: What does it cost you if you don’t do this project? The word “cost” is extremely important, for two reasons: 1. Avoiding losses is a stronger motivator for most people than potential gain;

YOU: “Hi, Paulette. My name is . I’m writing an article on plasmatic bakery nodes for Baked Goods Today and Yuri Yusimi over at Sereus Dough said I absolutely had to talk with you, that you’re a truly innovative thinker in this arena. Do you have a couple of minutes?”

Section 3: Logistics

3. Seek to Understand Once you get all of Yusimi’s concerns, objections and requests for changes out in the open, you can tackle them one by one. Starting with the easiest issue, you’ll first ask for clarification to ensure you understand the thinking behind his concern. Do this every time, even with concerns that are simple to address. It’s much easi

YURI YUSIMI: “Why should I hire you rather than Cheapo Consulting, or Big Name Associates?’ YOU: “Because working with us will give you the highest likelihood of achieving your goal, and the least chance of something going wrong that could hurt you or the business.”

YOU: “Yuri, you’ve been incredibly helpful during this project. You know that meeting people and building relationships are at the heart of what I do. Plus, I love meeting interesting people. Who have you run into recently who’s intriguing, creating change or shaking things up?”

always start by defending your prospect during negotiations.

An Exception: Fees for Ongoing Advice