71 - Making Lead Flow Consistent and Predictable

11/14/23 • 20 min

Many consultancy firms suffer from inconsistent workloads which are the result of inconsistent lead flow. Inconsistent lead flow comes about because of the manual labour involved in the way most consultants attend to the activities required to generate new leads.
What if you could reduce the time and effort required to create lead flow?
In this episode of the Accepted Authority podcast, I reveal the process I have developed that has enabled me and my clients to create consistent and predictable lead flow and client sales flow.
One of the biggest factors involved in generating leads from marketing. compared to referral generated leads, is the lack of trust that is not there from the start like it is with referrals. That lack of trust is a major barrier to not only getting more leads, but to being able to convert those leads when they turn into sales meetings. In this episode, I reveal the six step system to building trust and authority with potential clients during their buying journey and how to influence them to want to buy your services, even before they come to your sales meeting.
Get more information on this process by downloading a free ebook, Strategic Authority Marketing at https://members.businessflightpath.com/sam-offer
Book a complimentary strategy session call with me to unpack your current sales and marketing processes and let me show you how to make improvements that enable you to gain more premium clients consistently and predictably at https://businessflightpath.com/ss

Previous Episode

70 - Sell Your Service With Power and Authority

Selling consultancy services comes with a specific set of problems that relate to the levels of trust and belief that is established with your potential client. The typical lead that comes from a referral has led us into some habits in the sales meeting that don't help us with a marketing generated lead.
Unless we have thought about the challenges in this scenario and have planned and developed a system to overcome these challenges, ideally before we ever turn up to sales meeting, we tend to get treated like a servant in sales meetings and only ever have the opportunity to present a proposal on providing the service the client tells us what they want, rather than being able to proscribe a solution that, from our expertise, we know is what they really need. We have no power in these sales meetings to be able to influence the client so that we can provide them with our best service.
Selling your service with power and authority is about changing the dynamics in the sales meetings, so that you are positioned as the authority and have the power to influence the clients' thought processes during the process of marketing and selling, so that the come to you predisposed to buy what you recommend to provide the ideal outcome for them. This process builds trust and credibility before the sales meeting, making the sales meetings much more effective and powerful and helps to eliminate your competition from consideration, because of the authority and power you have.
Learn more on the podcast, or attend the upcoming webinar I am running on this system. See more here: https://www.linkedin.com/events/sellyourservicewithpowerandauth7126033081521590273/

Next Episode

72 - How To Become The Accepted Authority In Your Field

What does it take as an owner of a consultancy practice to be regarded as the accepted authority in your field?
Does it need someone to appoint you to that position?
Of course that's not how it happens.
Does it need us to claim that position?
Well, yes and no.
We can't just claim to be the authority and then go on doing what we've always done and just keep doing the same things as our competitors do.
We have to be different and stand out so that our target market acknowledges that we are the authority.
So, we have to claim that position, but it's our clients and target market that acknowledges that position for us.
How do we make that happen?
Listen to the podcast to find out, or go to https://businessflightpath.com to discover more.