Women Consultants Should Be Confidently Leveraging Their Network of Contacts – Not Holding Themselves Back
This was originally posted on my Seven Figure Consultant LinkedIn Newsletter. Subscribe today to get insights about how women are building powerful and impactful consulting businesses.
Your consulting business depends on your ability to sell – but if you’ve been in the online space for a while you might feel a little jaded about the whole selling process.
We’ve all had an encounter with Pitchy Penelope (or Peter).
You accept the connect request.
And then three minutes later – BAMM – they’re in your messages pitching their wares.
Bombarding you even though you haven’t even expressed any interest in what they offer.
They haven’t asked you anything about yourself. And they don’t know anything about your business.
They’ve completely skipped over the relationship-building, and gone straight for the pitch.
It doesn’t work. Your barriers are up immediately. You back away as quickly as possible.
And because you know how it feels to be on the receiving end of these blunt unsolicited pitches, you resolve never to be that person.
You back away.
Focus on relationship-building.
On giving value.
You give, and give, and give.
And it just never seems to be the right time to ask for the sale.
It’s a problem that leaves talented consultants under-charging, under capacity, and unfulfilled.
My podcast guest for Episode 021, Jessica Lorimer, is the UK’s most influential Sales Consultant for service based entrepreneurs, helping them sell to corporate companies and add profitable corporate revenue streams to their business.
Jess’s story is one many of us will relate to. She began her career at just 16 as a sales rep for a well-known jewellery brand. After being headhunted she worked for consultancy firms setting up sales divisions around the world for different types of organisations. In 2014, after seven years in consultancy, chronic illness forced Jess out of the workplace and into establishing her own business.
Now she helps qualified, talented individuals earn the money they deserve while delivering high quality services to the market.
Jess believes we shy away from selling because we’ve seen it done badly:
“The reason we talk about sales as a sleazy possibility is because people don’t know how to do it well and because they’re afraid that transparency or being direct will come across as being offensive or rude.”
It may seem counterintuitive but selling to corporate clients can be quicker and easier than selling to customers or to micro-businesses.
They prefer a more direct approach, which can initially be quite uncomfortable for anyone who’s spent time researching content marketing.
There’s plenty of online material teaching us how to leave a trail of content for potential clients to follow until they eventually end up on a sales page, and can’t resist the ‘buy’ button.
What Jess teaches is a less time-consuming, more direct route, so you can spend less time on marketing yourself, and more time delivering the services you excel at.
🎧 You can hear more about Jess’s story, and her approach to selling to corporates in Episode 021 of the Seven Figure Consultant Podcast.
In this episode we discuss:
- The disappointing (but unsurprising) fact her survey of female entrepreneurs revealed
- The inbox-spammers giving selling a bad image and how to avoid being that pitchy-person
- How a ‘give give give’ mentality can sabotage your success
- What to do once you’ve exhausted your initial network of contacts
- How to ask for help/support from your contacts clearly and effectively
- The #1 way selling to corporates differs from selling B2C or to micro-businesses
- Who you should and shouldn’t be seeking feedback from
- The business-building activity you need to be doing every quarter
And I’d love to hear from you – as a woman in consulting, do you feel confident that you are leveraging your network to the fullest extent or do you find yourself holding back?
Thanks for reading! I’d love to hear your feedback and future topics you’d like me to feature.