Internet Consultants for Online Sales

Jul 07 2023 Published by admin under Uncategorized

Beware of Internet Consultants, as many of them have never been able to promote anything of their own, yet are in a haste to charge you for their experience and marketing savvy. Many have never made any money on this Internet, sold anything or consulted with any successful online sales companies. In fact most often these folks hold themselves out to be experts and consultants yet have no real experience at all. The Former President and Founder of Wendy’s Hamburger, Dave Thomas, when listening to those trying to give him advice would often ask, how much money do you have? Often finding that those wishing to give him advice had little if any money, he would think to himself; “why should I listen to you?” Indeed this is a good question.

As an entrepreneur I often have people holding themselves out to be consultants attempt to sell me their advice. Yet on further review they have nothing to offer. In my observations of the online Internet Sales business there are many who are trying to consult, yet so do well. If someone is really a good consultant then in fact they would be doing it for themselves. It is similar to the saying; Those who can’t Teach or those who can’t work for the government. Indeed, if you will look at all the experts out there who claim to be Internet Guru’s ask yourself how many really have made any money on the Internet? Only a few, in fact most Internet Consultants will give you advice of search engine registration, market and sales techniques, but fall down in their own efforts to market their consulting business. In fact most Internet Consultants rank very low in the search engines and most a starving and living on minimal means. So why on Earth would you hire one without proof of performance; one way for them to prove they are good at what they do, would be that they did well in promoting themselves.

Be careful of anyone giving you advice on anything, especially online sales. Be wary of people full of advice with little if any action. Don’t trust under-performers or those who have never achieved anything to give you advice, for you are a better source of information and you are better off following your gut; that is if you are a real entrepreneur.

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Consultants – Writing Articles for the Internet Blankets the World with Your Expertise and Style

Jul 07 2023 Published by admin under Uncategorized

Calling yourself a “consultant” demands further clarification. A consultant who… What specific problems do you handle? And who needs what you know? Everyone? (Never true) Businesses selling to seniors? (A precisely defined niche) Success depends on how clearly you can define yourself and what you offer. How easily can potential clients understand it?

You provide clients more than your expert knowledge and problem-solving skills. Your delivery style (tricks) are every bit as valuable as your knowledge base. We all relate to some businesses (personally and professionally) more effectively than to others. Great match-ups require something akin to a mating call to help a consultant find and connect with ideal clients.

Every consultant is unique in important ways. Your challenge is to express those significant intangibles — so they set you apart from others using the same job title. Do clients understand what you can do for them? How you’re different from the competition? Why they’d prefer you?

Article Marketing is Your Ideal Stage

Whether you’re selling a service, speaking or training, nothing persuades like offering a sample. Writing articles that highlight your style and expertise does that for you. A meaty, 600 to 800 word article is long enough to deliver a tangible taste.

Once it’s widely posted, the message can be read by thousands. Some readers will search for what else you’ve said, or click over to your website. Writing repeated in-depth articles further establishes your niche, point of view, and expertise. They’re building your name recognition and readership in short order.

Your stock-in-trade is information, so packaging it into articles makes you a content creator. The Internet voraciously demands a steady diet of new material. Websites, ezines (and now blogs) efficiently deliver ideas to targeted readers. But sad to say, too many articles consist of rehashed, low-grade material. Stand out with fresh, professional-quality information. Being a cut above builds respect and trust — a must for doing business down the road.

Local Search can Further Define Your Market

Unlike a plumber or day care center, most consultants needn’t be confined to the local arena. Your Internet exposure connects you to a national or global audience, if that’s your goal. But if your target market is closer to home, articles still help to position you.

Recent research by The Kelsey Group show that 70% use the Internet to make local buying decisions. And nowadays, 36% of search engine queries request local search results. That means the person includes a geographic term in their search engine query. For example, a query with: “employee benefit consultant” + Denver only lists the small pool of appropriate Denver providers.

Every consultant needs to make sure their information appears in local search queries, []. The trend toward local search is growing quickly. Businesses can easily be left out—which makes them unfindable by online searchers. Who can afford to miss 70% of their client base? Having your own website isn’t necessary — but still helpful for a variety of reasons.

Potential Clients will Check You Out Online

Surveys reveal that over half of respondents consider search engines a better source of buying information than Yellow Pages, newspapers or magazines. When someone enters your name or company into Google (in quotes), what comes up?

It helps if your name is unusual. If not, follow up with “search within results” for a qualifier term (like your specialty, “employee benefits”) to find your cites.

In just a few moments, searchers get a picture of your professional standing and scope of recognition. They’re likely to be swayed by what they see. Who mentions you, and what are they saying? What kinds of links come to your website? If you’ve been publishing articles, they’ll also show up — enhancing your credibility and incoming links.

In my own case, a Google search for my name showed about 100 cites before I started article promotions. Now that’s well over 3,000. So many cites boosted my website traffic and Page Rank as well.

If you haven’t gone “ego surfing” on Google for mentions of your name, you should. Because the public will. Make sure there’s plenty of stuff for them to find that does you proud.

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Grants Consultant, A Great Work At Home Biz

Jul 07 2023 Published by admin under Uncategorized

Are you racking your brain, looking for a way to stay at home with your family, and still make a comfortable living?

Are you a good communicator? Can you sit with another person and understand what it is she wants? Then can you talk to her so she has a clear idea of your thoughts and opinions? Can you express yourself well in writing – take scattered information and put it together on the page so it makes sense to the reader?

Do you like doing research – digging deep and finding information? Are you computer and Internet savvy? Are you good at conceptualizing ideas, making plans and implementing them effectively?

Do you get a charge out of helping other people accomplish their goals? Are you inspired to improve your community and create new resources? Do you enjoy variety, and managing your own time and workload? Want to be your own boss?

Would you like a career that provides some visibility, and the opportunity to be well respected for your contributions, while you earn $50 to $150 an hour?

If this sounds like you, I’d like to suggest the best career you’ve probably never considered: grants consultant.

A career as a grants consultant does not require a college degree. This is a career in which your performance is much more important than any educational credential. Of course, grants consultants must be professional in their appearance and presentation of themselves and their services. That doesn’t mean suits and high heels, however. The majority of clients are in the helping profession, so the dress code is usually business casual.

Grants consultants provide services to non-profit agencies and businesses in their communities. These services may range along a continuum from very simple to very complex. At the simplest end of the continuum, a non-profit agency, such as a shelter for battered women, may not have sufficient staff to write a proposal for a grant they have identified. So they enter into a contractual arrangement with a grant writer to prepare the proposal. Many agencies routinely use contract grant writers. Other agencies hire staff grant writers, and allow them to work from home.

At the more complex end of the continuum, a group of investors may be interested in building an affordable housing project. The consultant may participate in planning the project, help structure a consortium, lobby legislators, provide public relations, work with neighborhood associations, find a variety of funding resources, and write the grants proposals. At this level, the grants consultant may take an equity position and own part of the project, as well as earning a developer’s fee.

Obviously, the services you could provide as a grants consultant depend upon your training and your existing knowledge base. If you have a background in business, management, finance, or real estate, that background has provided you with skills you may be able to share with your clients.

But even if your experience does not touch upon those areas, you can learn all the skills necessary to find funding resources and write effective grant proposals. And as you work on more projects, and gain more experience, you have ever-greater skills to offer your clients.

Here are three steps to get started on a career as a grants consultant:

Make an assessment of what you have to offer now. Write down the skills you have developed thus far, through previous work experience, volunteer work, education or training.

Enroll in a comprehensive, high-quality training program for grant writers. Be sure the training emphasizes research skills; writing foundation, corporate, and government proposals; and the politics and procedures of dealing with funders and clients.

Jump right in! Select a cause you support within your own community, perhaps your child’s sports team, or a non-profit daycare center. Identify a small need (under $10,000), such as uniforms or playground equipment. Then volunteer to find money for them and write a grant proposal. With a couple of successful grants under your belt, you can begin to market your services to paying clients.

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Eight Skills of Highly Successful Consultants

Jul 07 2023 Published by admin under Uncategorized

With deference to Dr. Covey and his very popular Seven Habits of Highly Effective People (all habits that will make us better consultants!), here are eight skills that all of us as consultants can work on to improve. This article will start with three overarching skills, then describe five more specific skills to consider in your ongoing development. One way to look at your total skill set as a consultant (internal or external), is to consider your relative strengths in the three major portions of our work: designing “it”, delivering “it”, and selling “it”. These three skills represent the complete package for a consultant, regardless of what your expertise (your “it”) is.

The Complete Package: Designing “It”
This is our technical expertise. This is the “stuff” we learn in classes and through experience and practice. It is the front end of our work in most cases. While we cannot underestimate the importance of these skills (and the need to continue to upgrade them), we also can’t be content if these skills are top-notch. They are not enough. Delivering “It”
This is the other mega-skill that many of us are very comfortable with. Once we’ve designed our “product”, we have to be able to deliver it. This is the skill set that is often most evident to our clients, or is what we tell people we do when they ask us our profession. Again, this skill set is critical, but alone it isn’t enough. Selling “It”
This skill, in my experience, is the one most often in need of improvement. While many books have been written about this skill set, there is one key, which by itself will improve your success in selling your work. If you will always focus on client/customer benefits, rather than product/process features, you will improve your success immediately. Features are components of your product or service. Examples include: o Size
o Length
o Speed
o Number of modules
o Your Experience People don’t buy features they buy benefits. All of us know this at some level, but seldom focus on turning the important features of our offerings into true benefits. To assume that your client/customer will figure out the benefit, is to lower your chance of selling your potential product or
idea. Some Specific Skills to Consider: Contracting
This is another skill that requires a book to discuss well and which requires planning and practice to improve. Getting clear agreements with clients up front about what the work is, what the desired outcomes are, and what your role is, is what contracting is all about. Relationship Building
Building relationships are important in all three of the major skill areas. In designing, you need to build relationships in order to gain the organizational information you need to design effectively. In delivering you need to be able to have good relationships with those involved, to lead to a more successful outcome. In selling, it’s important to remember that selling is a relationship process. People buy other people and believe in their ability to deliver. Having a focus on relationships is more than building rapport, which can happen quite rapidly. Building relationships is long term focused and requires considerable commitment. Warning Building relationships with individuals is important, but recognize that if your focus is on only one person in an organization, when they are gone (get promoted, get a new job, are downsized out, or whatever) you have lost your leverage to help the organization. So, remember to build a network of relationships within your client organizations. Separating Process from Content
It is so important to maintain perspective while in the client organization. Clients will focus on the content (of a meeting, the product, the outputs from your study, or whatever), but if the process matters aren’t attended to, outcomes can be compromised. Working on your ability to step back and recognize what is happening at the group dynamics and interpersonal level will improve your success. Clients don’t always know that they need this, but they will almost always recognize that you “did something” to make things go better when you can point to, and improve the process, while sharing the content of your work. This skill is often the key to additional work or referrals. Socratic Questioning
Socrates is immortalized at least in part for his teaching approach of asking a line of questions that leads the student to discover answers for themselves. When you clients discover answers to their problems, rather than simply hear them from you, they will own the answers. Their ability to hold onto the concepts, apply them, and improve their situation will skyrocket. Improving your ability to help them discover (through the use of Socratic questioning), is a critical, though often overlooked skill. Using more questions will cause you to lose the feeling of power that you are providing the “right” answer. But the client gains far more than you lose. While you may feel like you are losing emotionally, you win with the client, and probably strengthen your relationship with them too. Saying “No!”
Most of us need to improve our ability to say this. Of course we can physically say it, (OK, just for practice, say it three times right now – out loud!) but we all know we don’t always say it when we wish we had! Improving your judgment on when to use this word will help you in three important ways, time management, happiness level, and client success. Time Management Many of your time management problems stem from trying to do too much. When people (clients, peers, anyone) ask you to do something that you don’t feel you are best suited for, or don’t really want to do, use your word! Happiness Level When we focus our energy on the things we really want to or need to be doing (rather than just the things people ask us to do or we feel we should do), we will be happier! Say it to help you preserve and honor your priorities. Client Success There are times that a client may ask you for something (“We just need this [you fill in the blank]“) that you know, or strongly believe is the wrong thing. These are the times to step back and be genuine. Help them understand your perspective, and focus them on the outcome, not the suggested solution. In these cases, you might not be saying “no”, exactly, but it is what you really mean! If you feel a team is ready for such a discussion, pull out this list of attributes and have a team discussion on how well people feel their team is doing on each of these dimensions, the discussion can be enlightening and help the team move its performance to even higher levels.

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When Your Group Hires A Consultant, Insist On An EXPERT!

Jul 07 2023 Published by admin under Uncategorized

There is an old joke, which states, the definition of a consultant, is, someone, who travels, more than 50 miles, and comes, with visuals, for his presentation! If, you are a leader, it is essential to realize, unless, the individual, you hire, is, actually, an EXPERT, in the specific area/ obstacle/ challenge, you want to address, you are only adding additional expense, and another opinion, from someone lacking, true expertise! While, on many occasions, it makes sense, and is needed/ productive, to bring – in, some outside – help, it will only, make a difference, for the better, when you hire, the right person! With, that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means and represents, and why it matters.

1. Experience; expertise; enrich: Thoroughly, review, and evaluate, any potential consultant’s relevant experience, and evidence, he has the degree of expertise, which, might make a meaningful difference, for the better, in a realistic manner! Unless/ until, this individual, is ready, willing, and able to truly, enrich, and improve the organization, he won’t be the person, you should be looking for!

2. X: Extra; extraordinary; exciting: Consider, the extra level of quality, knowledge, and judgment, an individual, brings – to – the – table! Only, if/ when, his ideas, skills, and efforts, are relevant, and extraordinary, will hiring him, be exciting (in a positive way), for your group!

3. Planning; perception; priorities; perfection/ precision: It is generally, helpful, to add a level, of quality planning, to how, your group functions, and, if you find the right person, to do so, as well as the advantages, of providing an inspiring, perception, to your stakeholders, everyone, usually, benefits! It is meaningful, when a well – intentioned, leader, adds a level, of perfection and precision, to how, he addresses the needs, and priorities, of the specific organization!

4. Excellence; endurance; empathy; emphasis: Organizations, rarely benefit, when a so – called, leader, settles for good – enough, rather than demanding his utmost degree of genuine excellence, and proceeds, with considerable endurance, to move forward, despite any obstacles, thrust in one’s path! When someone maintains genuine empathy, and places, his primary emphasis, accordingly, everyone benefits! If/ when, we locate the right consultant, to fill – the – void, he is worth, every cent, he costs!

5. Relevant; references; responsive; responsible; realistic; rationale: Consulting only matters, when it emphasizes, relevant, needs, goals, and priorities, in a responsive, responsible way! Smart leaders, take the time, to check a proposed – consultant’s references, thoroughly, to ensure, his actual value! It is important that the rationale, is a realistic one, instead of merely, a hopeful one!

6. Takes time; trends; tells you; teaches; techniques: Don’t rush your decision, and choose the right person, carefully, and deliberately! You will, only, benefit, when he tells you, what he thinks, and teaches your organization, the high – quality, techniques, and proceeds, with an open – mind, to use the appropriate trends, which might be useful, and significant!

Although, there are times, when consultants, are extremely helpful, a wise leader is careful, to hire the right individual, who, is, truly, an EXPERT! Proceed, wisely, or you will only be, going through, the motions!

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Consultants Take Away Close – Beware of BS Sales Tactics

Jun 23 2023 Published by admin under Uncategorized

Often consultants will tell a company, team, agency or non-profit that they can make them more efficient or effective. The company or organization will say something like, but we already are effective. Of course the consultant says: “I can make you more effective!”

You can see very quickly how this can turn into silly rhetoric and indeed it is a bit of trickery that consultants use, it is akin to a take-away close sales tactics. Indeed is it both a little bit of BS, consultant ego and forward looking projections. In fact how would the consultant know he can make them more effective or efficient before he even has a look inside their business model?

One thing that the late Dave Thomas, Founder of the Wendy’s Hamburger Chain use to say is that he would not allow anyone to give him advice unless they were a multi-millionaire or unless they had more money than he did. Interesting, and I am sure this did not mean he did not listen to his frontline employees like Ray Kroc, Founder of McDonalds always told his executives to do, but I am sure Dave Thomas was right for his way of doing things. You might even buy his book; “Franchising 4 Smarty Pants’” and quickly read through it, I hope that is the title, I just don’t remember and the book was not very good and it is simply not worth my time to look it up.

If a consultant starts bantering around buzz words or starts talking about the “Law of Effectiveness” as one would be consultant recently did with me. Ask them to prove their successes, name names, companies and show you? Ask if the consultant himself is effective? For instance what did he achieve lately? If they cannot show you, tell them to shut up and get out of your office and when they leave do not listen to their dribble about how they can make you better. Just hand them a mirror and tell them to make themselves better.

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New to Consulting – Do You Really Need a Website?

Jun 22 2023 Published by admin under Uncategorized

This may seem like a silly question, especially if you’ve already started your consulting business and have a website.

The question really is, does your website draw clients to you? Or, does it confuse them about your services?

All too often professional websites pontificate about the principles of consulting and do little to “educate” potential clients about the problems the consultant specializes in solving.

Marketing is a Consultant’s Real Full-Time Job!

From our viewpoint, which is all about marketing, anything you do that doesn’t move the potential client along the road to hiring you is a waste of resources. As a consultant, your “product” is an intangible service – difficult perhaps to describe and equally difficult for the client to grasp. Regardless of your consulting expertise, your real job is marketing it and yourself.

And, since you get paid for doing work for clients, you need dedicated marketing assets that work for you even in your absence.

Planning Your Website So It Plays a Key Role in Your Marketing Process

A well-designed website will serve as a collection point for inquiries, some of which should eventually become paying assignments. All your other marketing activities: social media, email marketing, direct mail advertising, networking and publishing should drive the potential prospects to that website. There they will learn about the problems you solve, your process, your credentials, your connections. There they will decide whether or not to move to the next step in the buying process.

So before you pay a designer to make an “attractive” website for you – or you attempt to create your own site – here are some things to think about:

  1. How will prospects find your site?
  2. Will your home page be all about you, or will it be about the prospect, giving examples of problems you solve?
  3. Will you know who views it, and when they did?
  4. Will you know what visitors to your site were most interested in and what they would like to know more about?
  5. Will your website be so comprehensive and complete that potential clients will be left with the impression that they know everything there is to know about your services?
  6. Are your clients more likely to use a mobile device than a PC to search for information?
  7. Do you plan to add information to your website on a regular basis in the form of a blog or updated case histories, etc.?

These are only a few of the questions you should be addressing before designing the site if you expect it to really produce inquiries for you.

The Website Is a Critical Component of The Consultant’s Sales Process.

There’s no substitute of course for the face-to-face meeting. But there may be a number of touch points of communication before you actually get to that point. Together, all of your marketing efforts should work in concert to move potential clients smoothly through the funnel of your sales process.

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Running a Consulting Business: The Great Ones Are Built

Jun 21 2023 Published by admin under Uncategorized

Today we are going to talk about what your perspective should be as you continue to build your consulting business. It is important to keep in mind that all great businesses are built with consistent and deliberate action over time. There will always be quick fixes available and your discipline to reject those quick fixes is what allows your business to grow.

What I believe. I believe that great businesses are built, no matter the industry, no matter the niche. Great businesses are built and your consulting business is no different; if it’s going to be great, then it has to be built in a great way. Great businesses are the result of consistent, deliberate action taken over time. Much like Rome, great businesses aren’t built in a day or a week. They begin with a Big Picture, an end goal, that directs the day to day efforts of the business.

Why I believe it.

McDonald’s. McDonald’s is a classic example. It is a well-known, worldwide business. The original concept for McDonald’s was founded in 1940. Today, McDonald’s is over 70 years old. We recognize McDonald’s for its efficiency and status as a household name. However, the company’s prowess was not realized in one, seven, or even twenty years. For 70 years they have been consistently building the McDonald’s identity and now we know it for its end product.

Los Angeles Lakers. If you’re a sports fan, then you are familiar with the basketball franchise the Los Angeles Lakers. You know names like Magic Johnson, Kareem Abdul-Jabbar, Jerry West, and Kobe Bryant. Even if you aren’t a basketball fan, you probably know those names because that’s how popular this particular franchise has become. The Los Angeles Lakers were founded in 1947 and the franchise is over 70 years old. The franchise isn’t well known because of the players that played for the team. The players are well known because the franchise’s consistent effort. After consistent, deliberate action taken over time, the LA Lakers are now franchise known across the world. This didn’t happen in a day. It didn’t happen in a week or a month. It happened over time.

Empire State Building. The Empire State Building, an iconic structure in the US, is another example. We all know the Empire State Building; it used to be the tallest building in the world. It is no longer is the tallest, but it still has its iconic presence. The Empire State Building took two years to build and cost 40 million dollars in expenses. The point here is that your business is no different. It takes time to build and it takes time to reap the benefits of your consistent, deliberate action over a course of time.

Relevance to you. As a company, we want to make sure that our perspective is to help you focus on becoming a business. We want to help you become the Empire State Building, LA Lakers, or McDonald’s of your niche. We want to help you focus on being a great consulting firm. We want to help you understand that great businesses take deliberate energy. You have to focus on a particular picture and outwit the inevitable distractions that will show along the way.

We live in a world with so many magic bullets and quick solutions you begin to believe that somewhere, somehow, there is an immediate solution available to your complex problem. The solution that we offer you may in fact be simple, but it may not be quick to execute. We want to help you keep the leadership patience that helps you stay focused on the end goal you’ve articulated. Your Big Picture is worth pursuing and taking deliberate action toward over time.

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Getting the Most From Your Data Centre Consultant

Jun 19 2023 Published by admin under Uncategorized

A recent survey of 100 IT professionals responsible for data centres commissioned by data centre specialists Sentrum highlights the trust gap between independent consultant and client. Statistics from Sentrum’s 2009 research showed that 52% of IT managers in large companies expressed an interest in receiving advice and recommendations from specialist consultants whilst in 2010 that trend has increased to the point where 88% of IT managers said they would turn to independent data centre consultants for advice on designing a data centre. 42% of the organisations questioned stated they now felt the need to secure the ‘expert’ advice of consultants – a further 35% admitted that they lacked the detailed knowledge required to complete data centre projects in-house.

So far, so good – but what about execution?

Whilst 97% of the companies surveyed said they look for outside expertise in design or management, just 2% take the original recommendations without change. 9% of those surveyed admit they change the recommended specification frequently and while it is easy enough to put this down to the client not having a clear scope, a more worrying 58% admit this happens quite often.

Where is it going wrong?

There is obviously a clear issue here – consultants are providing advice that does not seem to fit the client’s objective. This can be caused by many factors including:

  • A vague brief or unclear design objective
  • Lack of understanding and management buy-in
  • Consultants attempting to reuse existing designs to save time
  • Consultants not being clear enough when discussing pitfalls

“The gap in understanding of technical and commercial issues from the project outset between technology and business leaders is a common cause for scope change mid-project”, says data centre consultant David Griggs. “Whilst the CEO and CIO have a vision of a super-efficient, low-carbon facility with reduced operating costs, the CFO needs to understand there can be a significant increase in capital expenditure to achieve this.”

5 tips for a to get the most from external expertise

  1. Establish a relationship early on with a design partner. A good one will be happy to discuss some high level concepts with you, without charge
  2. Use their experience to help you finalise your C level exec briefings and come up with some realistic design objectives
  3. Using off the shelf designs and proven technologies can keep costs down
  4. Once the initial design is produced, roadshow this quickly to identify potential hazards
  5. A staged payment model will ensure commitment from the consultant throughout the project life-cycle. Negotiating such a model can avoid punitive upfront charges.

Read more about the survey on the Sentrum website.

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Business Coaches and Consultants Need Training Too Right?

Jun 16 2023 Published by admin under Uncategorized

Well, they can surely use off the shelf business leadership training content if they want to add another valuable service to their clients.

As a business coach or a consultant one of your best weapons is asking questions. To be a successful consultant you must dive deep into your clients organization and ask questions the verify answers to really analyze their situation. This will allow you to come up solutions and help you in advising your client on how to plan and execute to address opportunity areas. So what are the reoccurring opportunity areas that you see time and time again? Answer: Employee training, growth and development, leadership and business training, and many “training related” areas I’m sure.

I know because I have had many business coaches and consultants (especially small business consultants) come to me for guidance in that area. It’s a common opportunity area for small businesses. Most small businesses focus more on operations and revenue than they do on their employee’s growth and development. What they sometimes fail to realize is that the employee is more of an asset to invest in they understand. Soft skills or interpersonal communication skills is absolutely one of the most important traits of a customer focused business. If your employees do not receive training in this area of person-to-person contact then they are destined to have shortcomings.

Now most consultants and coaches just advise their clients to invest in some career training or soft skills courses. They may refer their clients to a few colleagues of theirs (like my colleagues do for my firm) and then move on to their next client or follow up with that client with questions about how the plan is going and if they took the training advise. What if you as a coach or consultant had your own business leadership or career training programs to offer? Don’t worry about developing a training program from scratch for every client. You would have to grow a complete training staff to do that anyway. Why not invest in some off the shelf courseware to offer your clients?

What is off the shelf courseware? This is a training program in a box really. It may be one topic or many or a cluster of topics that fall into your clients opportunity areas of employee training and development. Imagine handing you’re client a course that’s ready to go and that they could use to facilitate the soft skills training or business leadership training needs of their organization with just a few edits or customization so that it appears to be their own training product/program. Off the shelf career or business leadership or soft skills training courseware should be a must have for every business consultant or business coach out there. Instead of just advising a client to get that done because it’s needed and an area for them to improve their business – why not give them what they ask for and you advise them to do as well?

Where is the selling point for the client? There need not be one really. You can give the training to them. You could sell it as an additional product as well, but for the client they get a training program that didn’t have to spend months or years to develop. They can customize it and brand it to their company and facilitate internal training so they take ownership in growing leaders from within. The client doesn’t have to figure it out or spend thousands on seminars, workshops and travel/entertainment expense for their employees. It is really a “no brainer” for consultants and coaches to have off the shelf courseware in their back pocket and as an added benefit for their clients. It’s amazing how many consultants out there who spend more time referring this task or outsourcing it so that others can capitalize on the training opportunity area. Training content or courseware for consultants just makes sense.

Where is the benefit for you the consultant or coach? Well – your clients’ benefit above should the most important. Also, you can purchase training content from some training providers restriction free. It’s called re-usability training. Some organizations focus solely on developing business leadership and soft skills training programs that anyone can use as courseware to re-brand, edit, sell or customize any way they like.

In summary: business coaches and consultants do need training too. They need it not just for them to grow and develop, but they need courseware to add value to their service offerings and enhance their clients’ experience.

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