My notes on “1001 Ways To Make More Money As A Speaker, Consultant or Trainer” by Lilly Walters:
- Have business cards sized versions of flyers. They are easier for prospects to keep (flyers get binned)
- Goals are dreams with a deadline. Set goals with deadlines today.
- Freebies: Add to the bottom of articles, a freebie that people will get if they contact you Eg “To obtain a free copy of “How to xyz”, just [state action here]”
- Presentations: Don’t include everything in your presentation handouts. Refer to an item eg “the 10 rules of…”, and ask audience members to pass their business cards up to get a copy, and invite them to write a big “S” on the back if they speaker for a future date
- Feedback surveys: Don’t provide a ratings scale, ask questions like:
- What basic message did you hear that you could use tomorrow? (Purpose)
- How will you use what you heard today increase your profits and/or productivity? (Practical application)
- Is there something else about my subject that you would like to know that I did not have time to touch on in this presentation? (New topics)
- Do you know of others (businesses, associations, etc) that would benefit from the material presented today? Who are they? (Referrals)
- What is your opinion of my presentation? (Testimonials – make sure there is a permission check box so you can use the comments)
- Discounting: When a client tells you “cut your fee on this talk, and when we might use you in a series”, reply “this programme will cost full price, but I will be glad to add a clause stating ‘If a series contract is signed within one year of this date $xyz will be deducted from the series price’”
- Press Releases: Ask “would your viewers like to learn how to…?” or “would your listeners like to know the answer to…?”. Or ask these questions in the follow up phone call
- Self Publishing: “The self-publishing manual” by Dan Poynter
- Let the market lead: “Find a problem, then look for a solution. Don’t develop a solution, then spend your life searching for a problem for it. Pull through an idea from the market place, don’t push it through from inception towards some intangible market” – Jack Ryan
My notes for “How To Succeed As An Independent Consultant” by Timothy R V Foster:
How Do You Write An Elevator Speech?
Imagine stepping into an elevator and the guy in the suit asks you “so, what do you do?”. You’ve got 30 seconds before you reach your floor, what do you say? Continue reading “How To Succeed As An Independent Consultant by Timothy R V Foster”
My Notes on “The Secrets of Consulting” by Gerald M. Weinberg:
- The first law of consulting: In spite of what your client may tell you, theirs is always a problem.
- The second law of consulting: No matter how it looks at first, it’s always a people problem
- Never promise more than 10% improvement (so the client doesn’t get embarrassed about how crap they were)
- If you happen to achieve more than 10% improvement, make sure it isn’t noticed
- Whatever the client is doing, advise something else (because what they have been doing hasn’t worked so far)
- You’ll never accomplish anything if you care who gets the credit
- If they don’t hire you, don’t solve their problem
- The Law of Raspberry Jam: The wider you spread it, the thinner it gets. Alternative: “Influence or affluence; take your choice”. One on one advice is very powerful for initiating change, an email newsletter or a book is weaker at influencing chance. But with the latter, with leverage, you can make a lot of money
- Most of the time, for most of the world, no matter how hard people work at it, nothing of any significance happens
- Once you eliminate your number one problem, number two gets a promotion
- The Hard Law: If you can’t accept failure, you’ll never succeed as a consultant
- Inverse of the Hard Law: Some people do succeed as consultants, so it must be possible to deal with failure
- The Harder Law: Helping myself is even harder than helping others
Continue reading “The Secrets of Consulting by Gerald M. Weinberg”
My Notes on “The 4-Hour Work Week” by Tim Ferris:
Different is better when it is more effective or more fun. If everyone is defining a problem or solving it one way and the results are sub-par, this is the time to ask, What if I did the opposite. Don’t follow a model that doesn’t work.
Most cold calls don’t get to the intended person for one reason: gatekeepers. Make all your calls from 8-8.30am and 6-6.30pm for a total of one hour to avoid secretaries and book twice as many meetings as senior sales executives who call from 9-5. Twice the results in 1/8 of the time.
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My Notes on “The Complete Idiots Guide to Consulting” by Robert Bascal:
Why do people hire consultants?
- Fresh viewpoint
- Lack of in-house expertise
- Completely lost
- Expert credibility
Continue reading “The Complete Idiots Guide to Consulting by Robert Bascal”