Episode 145: Selling Consulting Services Without Selling—with Jacob Parks
Selling your services may not be your favorite part of consulting, but you still have to do it if you want to do the good work you are meant to do as a consultant.
On this week's episode of the Craft of Consulting Podcast, I interview Jacob Parks, the president of Profitable Ideas Exchange. He talks about sales as a bridge to creating mutually valuable relationships to build your consulting business.
Jacob Parks shares strategies for getting more comfortable getting business. In this episode, we talk about:
Understanding why consultants don’t like the word “sales”
Reframing what you’re doing to get business to make it lighter and more fun
Asking questions and telling stories instead of telling someone, "I can fix your problem.”
Deciding who you want to connect with and then make a strategy about going about doing that
Recognizing the power of niching
Understanding how to offer products and not just services
Knowing what makes people buy
Expanding what you are doing for existing clients
Hosting peer-to-peer networks to give leaders of companies value in coming together
For more information about Jacob Parks: