How to Turn 1 Consulting Client into 5
Peter O'Donoghue
Consulting Growth Expert
Many Consultants get a client either from a referral or an inbound lead. They develop amazing results creating solutions for that client.
The project finishes, and they then go on the hunt for a new client with little or no thought of using the experience and results of that client to proactively target new clients.
If you do what I'm about to show you, it's relatively easy to turn 1 client into 5 like clockwork...
When To Use This Process
1. When you have recent experience of a successful project
2. When you created tangible value and can prove it
3. When other companies have the same prevailing problem
4. When it is ethical to target your client's competition or supply chain
Why It Works
How To Use
Work through the following questions:
What project have you recently completed where you solved a major IMMEDIATE pain?
What are the main pain points you solved?
What system or approach did you use?
What insight has that given you to educate other businesses?
What are the results you achieved? Be as SPECIFIC as possible in numbers and facts.
How can you package all the experience into DEMONSTRABLE toolkits and frameworks?
Move from intangible service to a saleable 'product'.
Want to implement this in your consultancy?
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Target List Questions
If ethical to do so:
Competing companies - If you did the project for Coke, can you approach Pepsi?
Their Strategic partners?
Their Clients?
Their Supply Chain?
The Scripts
WARM CALL
*Hi John, it's [NAME] from [Company], I don't know how relevant this is to you… at the moment… [PAUSE]*
*We recently finished off a project with [NAME DROP] where we [RESULT IS ALSO A PAIN] which is on track to [SAVE/MAKE] them [RESULT]*
*Reason: The very specific reason for the call is to see how relevant [RESULT IS ALSO A PAIN] is to you at the moment.*
*[shut up and let them speak and ask questions]*
Example:
"Hi John, it's Peter from Churn Consulting. I don't know how relevant this is to you at the moment… [PAUSE]
We recently finished off a project with Coke where we reduced staff churn from 28% down to 12% in 3 months, which is on track to save them around £2 million per annum.
Reason: The very specific reason for the call is to see how relevant staff churn is to you at the moment."
WARM EMAIL
Subject: A question about [pain/result] at [Company]
Hi Jane,
I don't know how relevant this is to you…
We recently completed a project with Coke where we reduced their staff churn from 28% to 18% in the crucial first 3 months of employment. This is on track to save them £700k this and every future year.
So the very specific purpose of this email is to find out how relevant the challenge of staff churn is to Pepsi…
Feel free to say no, but do you want me to jump on a quick call to run through some ideas I have about how the specialist knowledge we developed could help Pepsi?
Peter
Your Three Choices
DECISION #1: Do nothing
DECISION #2: Take bold decisive action - Schedule a strategy call
DECISION #3: Dip your toe in the water - Upgrade to paid membership for instant access to training and support
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