Episode 92 - What the Top 1% of Consulting Income Earners Do—with Bryan McDonald
If you want to be in the top 1% of consulting business earners, you have to do what the top earners do. In this Craft of Consulting podcast episode, I interview Bryan McDonald who shares exactly what those things are. Bryan is a sales strategy expert and partner at onPurpose Growth, a coaching and consulting firm that helps entrepreneurs with ambitious yearly or multiyear revenue goals actually fulfill their ambitions.
Brain talks about the mindset, strategies, techniques, and habits that can elevate consultants to become top earners and build reliable business pipelines.
Bryan has spent 20+ years honing sales approaches that yield results where others fail or underdeliver.
In this episode, we talk about:
Becoming assessed as rare by prospects and clients and, therefore, having your offers more readily accepted
Cultivating a mindset of being clear and intentional
Using strategy to allow you to focus and stay on track
Reapplying your process of strategy formation to get you from where you are to the next iteration of where you want to go
Applying your clarity gained from your ideal client profile, offer, and business strategy to implement “fork in the road” techniques that show clients why they should work with you and not your competition.
Recognizing how mindset, strategies, techniques, and habits work together to serve your business
Differentiating how you want to do sales vs. what you think a salesperson does
Embracing that how you perceive the world is what you project and that people are buying your authenticity and confidence
Looking for peer-to-peer relationships when you're prospecting
Forming habits that serve your business and help you control your mindset instead of giving control to the world
Committing yourself to what you do and don’t do
Knowing the difference between meal money and meaningful money
Going narrow to go wide
Allowing yourself to focus through your habits and, therefore, get a throughput of sales
Creating a habit of focusing on outcomes instead of focusing on the thing that you do
Getting really clear about your ideal client profile: the problems that they have, the collateral damage that those problems cause, and what outcomes the ideal client profile is trying to produce