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Profitable fee-setting strategies
- How consultants set their fees – and how
this knowledge can raise your consulting income
- Why very low fees can actually hurt your
image
- How to figure out what a client is willing
to pay
- How to overcome client objections to your
fees
- Why you have to know what your competitors charge – and how to find out
- How to get advanced retainers or start-up
payments
- How you can make money consulting for
clients with low budgets
How to
avoid giving away
your
services for free
- 5 common situations where consultants give
away their services – and how to avoid them
- How to turn a request for a free needs
analysis into a paid consultation
- Changing a “quick answer” situation into a
consulting assignment
- How to write proposals that get you
consulting assignments
- How to handle your first face-to-face
meeting with a prospect so you walk away with a contract
- Why you shouldn’t cut your fees – even if it
means that you will loose the assignment
How to
market your consulting services
- 7 reasons clients use consultants – and how
you can take advantage of them
- How to use 9 proven, highly effective
low-cost/no-cost marketing strategies
- Hazardous marketing strategies that could
damage your image
- How to development advertising, brochures, and capability statements that boost your
business
- Why most consultants’ ads fail – and how to
make yours work
- Why professional consultants should never
use resumes
- 4 proven ways to actually create demand for your services
- How to promote yourself at meetings,
conventions, and trade shows
- How to make sure you meet only with the
decision-makers in a client organization
How to
get 80% of your business from networking, referrals & image marketing
- Why your knowledge doesn’t mean a thing
unless you have the right image
- How to get clients to seek you out
first
- How to find hidden consulting
opportunities
- How to use networking to multiply your sales
efforts
- How to sell if a prospect is serious – or a
timewaster
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Strategies for beginning the
first
meeting with your client, references
&
professional liability
- 2 ways to handle client requests for
references
- How to overcome the 7 fears clients have
about using a consultant
- How to identify and deal with conflicts of
interest
- Why you have to turn down some consulting
assignments – and how to do it
- How your working relationship with the
client’s staff can make or break you
- How to protect yourself from warring
factions in the client’s organization
- How to avoid problems involving
liability
Management techniques to increase billable hours and profitability
- How to apply success strategies to your
consulting practice
- The benefits and drawbacks of working out of
your own home
- When you should – and shouldn’t –
incorporate
- How to keep your overhead low while you
expand
- Selecting a name for your
business
- Hiring employees/sub-contracting to other
consultants
- How to protect yourself from loss of income
due to disability
What you
need to know about
contracts, billing & collection
- How to check a prospect’s credit
references
- How to get a signed contract when the client
objects to a written agreement
- How to select the right contract for the
consulting situation
- What you should – and shouldn’t – include in
your contract or agreement
- The benefits and pitfalls of performance
contracts
- How to get retainers – and when to avoid
them
- How the wording on your invoice can actually
encourage prompt payment
- 5 ways you can cut out collection
problems
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- How to be sure you receive your
fee in advance of providing service
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SATISFACTION GUARANTEED
If not totally satisfied with
this program at the time of the first break (about 90 minutes after the seminar starts) you will receive a
full refund.
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