Tactics for pitching for a “needs analysis” – establishing value, trust, results and re-assurance
When I was a young consultant, a prospect said to me (friendly, it was), "Yeah, yeah, you do strategy, but do you DO anything?" I immediately changed my tag line to "Joey Tamer designs and...
Elements of successful pitch deck for your referral sources
You have been invited to present to a room filled with excellent referral sources, perhaps in one company, or in a networking group. You don't know them, but you want them to share their clients...
Working smart # 18: 5 rules that focus on results in every sale or marketing outreach
These five rules are effective to keep you focused on results, and to avoid wasting time on efforts that bring no return on your investment of time and effort. For every project, marketing outreach,...
Working smart # 17: Refining your ideal client profile
This is the task that successful companies and consultants mark as a priority, and most others neglect: defining, testing and refining your ideal client profile. Your product or service or...
Working Smart #16: Pitch your results first
Pitching your results is the best way to close a new client. We spend a lot of time working on our pitches to gain new clients. We delineate our services' features and benefits. We tell our...
Selling your books during public speaking — 10 tactics
Often it is appropriate to offer our books or other collateral for sale when speaking in public. Here are some tips on the best handling of the sales. Preparation: What to take: an assistant (or...
Working Smart # 15: Closing without pitching to potential clients — how not to be a “vendor”
There is a delicate line between pitching your expertise and offering your help. There are subtle behaviors in walking that line ~ without giving away too much information (or strategy or...
Working smart # 14: Long-term care insurance: not just for the aged
I admit I have a great aversion to paying for insurance. That said, I have always spent a great deal of my annual expenses for lots of coverage. As I have always been an independent consultant and...
Working smart # 13: time & calendar management in 15 tactics
Managing your calendar to support the efficiencies of your work life is a learned skill. There are tactics for controlling your time, your calendar, your clients and your work/life balance. You...
Working smart # 12: Disability insurance and why independents need it
Lots of us sign up for life insurance, while few of us will pay for disability insurance, even though we are seven times more likely to be disabled for the short- or long-term, than we are to die. ...