5 Steps to Nailing Your Next Consultation and Booking Your Dream Client
As an introvert, consultation calls were never something that came naturally to me. I found myself feeling awkward and uncomfortable when talking to new people, and that definitely carried over into my business.
When I first started doing consultations, I would negotiate with myself before the client even had a chance to speak. It’s cringey for me to recall that I’d knock $5 off my hourly price whenever a surge of self doubt came up just to avoid potential discomfort or awkwardness.
Yeah, that really happened…many times.
But as I’ve gained more experience in my business, I’ve gotten really good at consultations. (Like, really good).
So, what changed?
I found that following a structure I laid out for each call allowed me to better understand my clients’ pain points, build trust, and lead with my expertise to craft awesome proposals that converted.
So if you’re still struggling to nail your consultations, just know I’ve been where you are and I’m here to share the structure, or formula, if you will, that has worked so well for me. This can help you feel more confident in your consultations so you can book your dream clients a lot faster.
5 Steps To Nailing Your Next Consultation
Discover where they’re at in their business
The most important thing in nailing your consultations is understanding what your clients' (and potential clients’) pain points are. By understanding what your clients need, you can talk to them in a way that shows you understand what they're going through.
I make sure I'm always being myself and genuinely asking questions about my clients' businesses. I’m really interested in how they got started and where they’re stuck. This also helps me understand where they're at in their business journey, and allows me to tailor the conversation to fit their specific needs.
For example, if they just started their business, I would focus more on the specific struggles of being a solopreneur. That’s because with different stages of business come different pain points. Having them talk about themselves first, can help you uncover where they need help and steer the conversation in the right direction.
2. Listen and build trust
At this stage of the consultation, you want to become a really active listener.
Active listening is a way to communicate your understanding by asking relevant questions and echoing their struggles back to them. You want your client to feel validated and understood. You want them to know that they’re not alone in their frustrations.
If you’ve worked with others in their situation, share that with them, it’s comforting to know that not only are they not the only one, but that YOU have helped others just like them.
It’s important to remember that asking for help in your business is a vulnerable thing to do.
I like to remind my clients that I understand that by saying something like “I know it’s scary to let me peek in your underwear drawer,” or “give me the keys to your house.” Expressing that you know how important their business means to them will allow them to trust you enough to actually help.
3. Take charge and lead the way
I can’t tell you how many people I’ve interviewed to hire for my own business who just wait for me to steer the conversation! As a business owner needing help, that is not very comforting! I want to see that you take initiative and know your stuff!
So once you’ve learned who this potential client is, where they're at in their business, and where they're struggling, it's time for you to take charge of the conversation.
Consultations are not the same as interviews. If you think about it, your client is hiring you because they’re looking to be directed. In order to say yes, your client needs to feel confident that you know what you’re talking about. It’s not enough to say “yes, I can help you,’ if you don’t demonstrate how you do that. You are the expert in this situation, so start positioning yourself as one.
It’s also important to remember that your client is not the only one doing the interviewing. Before signing a new client, make sure they’re someone you actually want to work with. Are you seeing red flags throughout the conversation? Do they feel communicative and friendly? Do you have a good connection with them? Putting the power back in your hands can help take the pressure off and restore confidence.
4. Walk them through your process
Your next step is to explain exactly how you can help them and what working with you will look like.
Do you have an exact process for helping your clients? What does that look like? Walk your client through the next steps to paint a picture of what it’s like to work with you. This is your opportunity to show them how your services will transform their business.
If you’re still getting comfortable pitching your services, I’d suggest writing a simple script to help you be prepared. The more you practice, the less you’ll need it, but it can help you stay on track if you find yourself getting nervous. Every conversation you have will be different, because every client’s business is different. Don’t be afraid to leave space for questions and objections as they come up, and practice beforehand how you’ll handle them.
5. Close with your proposal
Now that you’ve walked the client through your process and answered all their questions, it’s time to give them your proposal. Your proposal should include the services you’ll perform, the time frame for those services, and your price.
I am a big fan of “pitching” them during the consultation instead of after because I’m able to better explain the value while giving them my price. Plus we are still active in our strong connection and they’re remembering how much they like me and how much I can do for them! 😉
I’ve found that it’s harder to book clients after they’ve had a chance to sit with it for a few days and allow their doubts to creep in. People are more likely to say yes when they are actively feeling their pain points and remembering why they contacted you in the first place!
If you aren’t confident giving your proposal during the consultation, a solution would be to book a follow up call after you’ve sent them the proposal. That way you get another opportunity to reconnect live, communicate the value, and talk through any objections they have.
Once you’ve shared your price, or have made follow up plans, remind your client why they should trust you and how excited you are to help them. Give additional examples of how you’ve helped other clients with similar problems or how you envision solving some of their problems.
I always like to end my calls by leaving time for even more questions, establishing next steps, and to simply connect. Hopefully at this point your client can see the value in what you offer and is super excited to work with you.
And if they aren’t?
Remember that not everyone will be the right fit for your business and that's ok. Remember not everyone is a fit for you either!
Nailing your consultations takes practice, consistency, and a willingness to grow. If you have a consultation that didn’t go in your favor, take some time to reflect on how you can improve, or even ask the client for feedback (if that feels right).
By understanding your clients and their pain points, asking questions, and taking charge, you can assert yourself as an authority while also building a relationship of trust with your clients.
Remember, consultations take time and practice, so don't be discouraged if it's not easy at first. With time and effort, your consultation skills will grow as you find a formula that works for you.
And remember, I was a ball of nerves when I first started and such a hot mess. Now I can do consultations in my sleep and I actually really love them! So it can, and does, get easier. Just stick with it.
If you’re looking for more support on your business journey, connecting with other like-minded entrepreneurs is a great place to start. That’s why each week I host a free co-working session over zoom called BizMagic Study Hall.
BizMagic Study Hall gives you the accountability and space to get work done and also the opportunity to connect and share ideas with other female/female-identified/non-binary entrepreneurs like you! Study hall is completely free to attend, and you can come to as many or as little sessions as you like. Learn more about how to join BizMagic Study Hall here, and get the support you need to grow your business and book your next dream client.
