The Modern-Day Consulting Playbook for Getting Clients & Getting Paid.
An ebook I read very quickly, in a few days. It wasn’t very long but it was easy to read and a topic I am very interested in.
What did I (re)learn?
- The consulting model is one of the best business models out there
- Pros: easy barrier of entry, low cost of doing business, value for the end-user, sustainability
- Cons: “you” must do the work, tangibility, clients
- Charge at least 1000$ per client / solution
- A good niche is the following: Clear, Outcome oriented, Specialized, Elastic
- A good niche starts with a problem, then you find a vertical
- WHO + WHAT + HOW model
The WHO and the WHAT:
- Who do I enjoy serving so much, that I might even do it for free?
- Does this market possess the requisite income necessary to pay at least $1,000 for a solution?
- What are the problems they talk about the most?
- What are the things they struggle with that they don’t want people to know about?
- How LONG have they been dealing with these problems?
- Pricing Hack: cost increases based on A) length they’ve been dealing with the problem and B) pain associated with dealing with the problem without a solution.”
The Qualifying Questions:
- Can this market simply go to Google and easily find a viable solution? [hint: the answer needs to be “no”]
- How expensive is it if they hire someone to solve the problem and that person gets it wrong? [hint: it should be quite expensive, maybe not life or death, but expensive!]
- How quickly can you solve the problem for them? [hint: the sooner the better]
- How certain are you that you will be able to deliver a great solution that works? [hint: you need to be 100% or you’ll struggle to sell the offer]”
The HOW:
- How can I solve this problem as quickly as possible?
- What processes/systems can I use so my results are almost guaranteed?
- If I step out of the picture, as in DON’T work on it, what things can I put in place now so that my results are not compromised when I’m not around?”
You must find a specific person with a painful problem and several different ways to solve that with a timeframe.
Your job is to diagnose the problem and propose the best solution for THEM (which is always out of their comfort zone).
Cashflow. Expectations. Priorities. Delegation. Delayed gratification.
- Create cash
- Lock in your lifestyle/living expenses
- Create surplus and invest that surplus into assets that go UP in value
Environment. GROWTH. Belief. Comfort. Knowledge. Goals. Discipline. Results.