A New LinkedIn Learning Course
I am very excited to announce my newest course, Consulting Foundations: Building Your Sales System, just released on the LinkedIn Learning Platform. . . is now available on LinkedIn Learning.
No matter how great a consultant you are, no matter how well-educated, talented or experienced you are, without sales nothing else about your consulting business matters.
Think about it, to have a consulting business and to grow a consulting business; you need customers. The only consistent way to get customers is to go out and sell.
Sales is the lifeblood of any consulting business, and it is the art of attracting, developing and retaining customers to generate revenue for your practice. The revenue you need to pay the bills, invest in the company and ultimately make a profit.
I would argue that sales is just about the most important skill you need if you want to run a successful consulting business. While down the road you may want to hire salespeople to help run this area of your practice, it is essential as the owner of the business to understand this vital strategy and to develop the skill yourself.
There is more to sales than just physically engaging customers and asking for business.
Here are three strategies to help you more deeply understand the role of sales in your consulting practice.
- Understand the Sales You Need – before you even begin to sell, you need a plan. You need to perform some numbers crunching and set some goals. You need to determine how many sales you need to hit the revenue goals you have established for your business. Let me give you an example. Let’s say I have a gross revenue goal of $100,000 for my business. So my question would be how many products or services do I need to sell to make $100,000? If I sell widgets for $100, that would mean I need to sell 1000 widgets right?
This is a great process to work through, and an important one to get a deep understanding of the role of sales in your practice. So I want to give it a try. Go to the exercise files and download the worksheet that goes with this module. Determine your numbers to understand the revenue you want to generate and the sales you’ll need to achieve it.
- Prioritize Sales – while you may have started a consulting practice because you love and are good at your area of expertise, understand that you will now spend as much or even more time selling than you will be as a consultant. For your consulting practice to grow and thrive, you need to prioritize sales and make it your number one job. Making time to network, make sales calls and most importantly follow-up, are the keys to ensuring you keep your sales pipeline full and your consulting practice healthy.
- Invest in Sales – and last but not least you need to invest the time in learning to get good at sales. Just like you want to keep your consulting skills sharp, you want to spend the same time in improving your sales expertise. So you have to be willing to invest in sales, both the time and the resources to continue to develop your sales skills. Take a class, find a mentor, or assess your own sales ability. Pay attention to where you are winning sales, where you are losing and what you can do to increase your sales success.
Sales is one of the most important and valuable skills you will need to run a successful consulting business. Always remember, if you put a strong focus on sales then you have built a solid foundation for growing successful consulting business.
I invite you to take a sneak peek at our course, see what we have to offer. I welcome your input and your feedback, as you learn the lessons it takes to sell more!