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1 - If you are an Independent Consultant, your time is as important as earning a living.
Odds are you don't offer a software solution that "scales" ... so all you have is your brilliance and "x" hours a week.
Therefore, managing your time ... that's really important.
Odds are you don't offer a software solution that "scales" ... so all you have is your brilliance and "x" hours a week.
Therefore, managing your time ... that's really important.
2 - There are several types of prospective clients. Most you don't want to work with.
Who do you want to work with? Somebody who is a "fan" and believes in what you are selling. They've been with you for a long time and they believe in you.
Who do you want to work with? Somebody who is a "fan" and believes in what you are selling. They've been with you for a long time and they believe in you.
3 - Then there are a whole bunch of prospective clients who are "in the middle" ... not good, not bad. But they are generally time wasters.
4 - They want references.
They found you on Google and want to "learn more about your service offering".
They want to know what sets you apart from "the competition".
They want to know why you don't offer a different product because "that's a product that could be helpful".
They found you on Google and want to "learn more about your service offering".
They want to know what sets you apart from "the competition".
They want to know why you don't offer a different product because "that's a product that could be helpful".
5 - You can give these prospective clients an answer to every question they have, and it brings out more questions.
"Can you give me a specific example of a client in my vertical who you worked with and caused their sales to increase by 14% or more?"
"Can you give me a specific example of a client in my vertical who you worked with and caused their sales to increase by 14% or more?"
6 - These prospective clients need to be "cut off" early in the exploratory process. There is a 1 in 4 chance they'll work with you, and no amount of work whatsoever will increase the 1 in 4 chance. They're just looking for a reason to bounce you.
7 - There are prospective clients who just want to argue with you because they want to look smart.
"Do you think that Amazon can scale their pharmacy business quickly?"
You cannot give an answer that is acceptable, and any answer fails to increase the odds of them hiring you.
"Do you think that Amazon can scale their pharmacy business quickly?"
You cannot give an answer that is acceptable, and any answer fails to increase the odds of them hiring you.
8 - But the prospects to stay away from are the "we're looking for a low-cost provider" or "we're looking to outsource a crappy responsibility upon a consultant".
Both end up being horrible wastes of time, and you don't get paid enough or you end up working too much.
Both end up being horrible wastes of time, and you don't get paid enough or you end up working too much.
9 - You can ferret these people out pretty quick.
They ask for your "best price" early in the process ... it's one reason I NEVER negotiate my prices with anybody. This drives away the "low cost" people immediately ... no game for them to play.
They ask for your "best price" early in the process ... it's one reason I NEVER negotiate my prices with anybody. This drives away the "low cost" people immediately ... no game for them to play.
10 - Crappy jobs ... those prospects need to be sent packing early as well.
They're like the "low cost" folks in that they want to pay nothing and have some servant do everything while they sit back and watch.
They're like the "low cost" folks in that they want to pay nothing and have some servant do everything while they sit back and watch.
11 - You need a clear product offering ... this dissuades the "outsource" prospect from pushing you around (and yes, they will most certainly push you around, and if they do it in the hiring process, imagine what they do on a day-to-day basis?)
12 - Does that make sense?
Stay away from those who deflate your pricing advantage.
Stay away from those who are time vampires.
Stay away from those who deflate your pricing advantage.
Stay away from those who are time vampires.
