Stop Reinventing the Wheel: Build Your Consulting Offer Stacks

As consultants, we often default to taking random projects that come our way or crafting custom proposals in an ad-hoc fashion each time.

Though this can be profitable early on, eventually the lack of consistency kills our ability to grow.

We trade our time for money instead of leveraging systems.

Without standardised offer stacks, each new conversation feels like starting from scratch. No real onboarding programs or ways to upsell exist when everything varies based on one-off project work.

Ultimately this approach causes unpredictability in pipeline and revenue as well as stagnation or even burnout over the long-term.

The Solution: Aligned Offer Stacks Focused on Conversion

The way to break out of piecemeal trap is implementing integrated offer stacks focused on conversion at each stage. This allows continual advancement towards a sale by designing persuasive stage gates.

Essentially, you choreograph compelling offers that progress qualified prospects from:

But the key is optimising conversion momentum. Not just random services, but those proven to convert within each systematized process phase.

When structured intentionally, sudden big leaps forward happen through predefined criteria rather than second guessing everything.

Discovery Call Stage Gate

The discovery call acts as the entry point for new conversations and a standardised process for determining fit.

Instead of starting from scratch on each new exploratory meeting, create a consistent structure including:

This could be a proposal or half-day consult. Establish what needs be true for both parties to progress. Qualify them systematically at this call phase before investing more time.

Half-Day Consult Stage Gate

The half-day consult offer then showcases your expertise and solutions mapping capabilities in a highly credible, professional setting with the client's full attention.

However, many consultants discover real issues then underserve by not having a packaged solution ready to propose.

That's why building irresistible front-end offers as the next stage gate works so well...

Irresistible Front-End Offer

Frontend offers represent your conversion acceleration secret weapon.

These pilot services hit a client pain point with speed by focusing quickly on one critical priority uncovered from previous conversations.

Some examples for compelling front end offers:

The services can vary but the concepts remain of rapid implementation and demonstrable returns creating huge value quickly.

This "big win" builds confidence and trust while priming interest for more. But first showcase what you delivered...

Presentation of Findings

The presentation of findings meeting works to recap the pilot engagement and cement next steps.

You summarize key recommendations, results achieved, and the journey ahead – essentially "proving" what you promised to accomplish.

The art comes through narrating the path forward to the client instead of stopping suddenly. This maintains authority presence and shapes their next buying decisions.

Making Money From Prospects That Say No

Of course, not everyone says yes.

That is to be expected.

What stuns me is few, if any, consulting companies (except my clients) build in a way to generate revenue from people that say no to the 'core' consulting offer.

Examples include:

Price these sustainably but accessibly to keep revenue flowing and relationships strong if they don't continue to full advisory.

Recurring Consulting Program

The recurring advisory retainer targets clients that fully embrace your methodology and problem solving approach.

This represents your core "in the trenches" service promising ongoing transformation in a key business area through regular checkpoints and accountability.

Differentiate by guaranteeing ROI not just deliverables. And emphasise the partnership mindset. Again, focus is converting at this final gate through trust built from previous engagements.

The Power of Predefined Criteria

Ultimately this works because establishing standardized offer stacks with predefined advancement criteria frees you from constant one-off proposals and chasing deals.

Stages naturally escalate authority and investment while mitigating trust barriers through packaged accessibility options.

Implementation Steps

If you're ready to break out of the piecemeal project trap, here is how to begin:

1. Map your current client journey from first conversation to sale. Identify what already works well at each interaction point.

2. Strengthen your discovery call process by establishing qualifying criteria and next-step offers like a half-day consult for advanced diagnostics.

3. Craft your irresistible front-end offer addressing a priority problem area uncovered from previous conversations.

4. Embed presentations of findings to recap a pilot sprint or front end offer - value before proposing additional optimisations.

5. Develop additional revenue streams for clients hitting pause that allow you to create vital cashflow from a 'dead asset.

6. Offer recurring advisory retainers for high-alignment prospects seeking ongoing transformation.

Does this fully aligned methodology resonate as what's been missing from your consulting sales process?

You now have 3 choices ahead of you:

DECISION #1: Do nothing. Surely you wouldn't do that if you've read this entire post about decisions, actions and leadership?

DECISION #2: Take bold decisive action. If you want personal help to shortcut your time to revenue on the things I discuss in this post then schedule a call with me. I'll work out your 'shoot for the moon' position and give you some level of clarity on a challenge you are facing or a goal you want to attain.

DECISION #3: Dip your toe in the water. Sometimes small steps provide momentum. Upgrade to a paid membership and get instant access to training courses, support, and the huge value of having me on your team.