Many people have an official or unofficial role as a consultant.
They are Trusted Advisors who make recommendations based on their knowledge and assessment of a particular situation.
Medical Consultants are a great example. They assess complex situations. They also educate and advise their less experienced colleagues.
In Business most disciplines and functions have people in consultant roles, going through a similar work pattern.
– Business Consultants
– Management Consultants
– Sales Consultants
– Marketing Consultants
– IT Consultants
– HR Consultants
– Technical Consultants
– Legal Consultants
– and so on
Trust is Critical
Successful Consultants are Trusted in their area of expertise. The advice the provide has significant implications on the recipient.
In a medical context it may be the difference between life and death, with huge implications on the patient and their loved ones.
In business it may be the difference between growth and profit of the client, or missed opportunities, liability, fines, or worse.
Reputation is Key
As a patient or client we probably don’t know enough to judge whether one consultant is better than another.
So we rely on third parties to verify and validate the consultant credentials.
Have they passed relevant exams? Are the respected by their peers? Who are their clients? What results have they achieved?
Senior advisors within an organisation will have established channels through which they gain opportunities to add value.
Independent Consultants need to gain multiple and regular opportunities to contribute – to have a bank of clients who seek them out.
The Hybrid Network – Off-line and On-line
The rise of the Internet, websites, search, social media and more has extended the options to develop a network considerable.
While the principles of attracting clients and finding new customers still apply there are far more choices that can be used.
At Wurlwind we’ve developed an end-to-end, joined up, full-cycle approach to business development for Consultants.
This reflects the subtle and significant ways BUYING IS CHANGING
And in response Marketing, Sales and Business Development is CHANGING TOO.
It is the Internet and access to information and the ability to publish that lies behind this disruptive change.
And in the Business to Business (B2B) market it is the LinkedIn platform, network and community that is providing a means for independent consultants to respond.
Why we developed the Social Selling Matrix for Consultants
To help consultants to understand, plan and implement changes at strategic, operational and tactical levels we’ve developed the Social Selling Matrix.
The Matrix is grounded in 30 years B2B sales experience plus deep understanding of LinkedIn and participation in the evolution of Social Selling.
There are 10 elements to the Social Selling Matrix which encompass all the areas of business development that are essential.
Each of the following 10 pages introduces that section or topic.
The top of each page provides highlights and quick actionable tips – with the lower part providing additional tips if that’s where you want to drill down.
The Social Selling Matrix sections:
To put the sections into a logical sequence for someone approaching this for the first time:
1. Goals and Objectives
2. Ideal Client
3. Value Proposition(s)
4. Personal Brand and Profile
5. Company Brand and Page
Three Stages of the Sales Funnel
6. Attracting and Finding Clients
7. Gaining Agreement
8. Nurturing Clients and partners
10. Technology – Apps and Tools
Where’s the payback?
There are some quick win highlighted throughout the matrix. The Worksheets and Toolkits are the way into these.
The main payback is a change of mindset, culture, sales operations and resources.
This is a journey. And it may take 3-6 months for people to make appreciable progress.
Do you want to Develop your Consulting Practice and Win more Clients?
If so – Click here to Start Your Journey into Social Selling with me, Mark Stonham, Founder of Wurlwind.
Or, if you’d like a chat first, send an email to me, Mark Stonham at firstname.lastname@example.org, and I’ll be in touch asap.