Monthly Archives: January 2017

Sales Step # 7 – Referrals…

Referrals are the life blood of professional services. Think about it — what do you do if you need a lawyer, doctor, accountant, or other professional? You get a referral!

So make this the last step of your sales process (along with your lead generation process.) What better time to request a referral than when you just finished a project?

Building a consulting practice is all about credibility and visibility. Referrals provide a very high level of credibility, especially when they come from a trusted source.

Many consultants ask for written testimonials from clients for their web sites.

When I recently switched from PCs to Macs, I found a consultant on an Apple directory web site. In addition to being vetted by Apple, several past clients had written brief testimonials.

I hired him and it worked out very well, and even wrote a testimonial (at his request) myself.

If your clients are not comfortable with this, ask if you can use them as a reference. We did this rather than written testimonials, as our consultations were often sensitive. It was also easier than getting something written, and nobody ever refused.

Always call first before giving out a name (and then only when someone asks for a reference.) You don’t want to abuse this courtesy.

Another option is to list past clients. Be sure to ask before doing so. Non-Disclosure Agreements (NDAs) often prohibit this. Although many consultants do this, we chose no to.

Rather, we compiled a list of projects. Most potential clients don’t care who you worked for — rather they want to know what problems you have worked on. Although anonymous, it still makes an effective referral. And many clients appreciate your being discrete.

 Don’t overlook referrals! The time you spend cultivating referrals can pay big dividends in future business from future clients.


This concludes the seven part series on selling consulting services. I hope this overview has helped. It is based on my 10 years in technical sales/marketing, and 30 years as an independent consultant. We could have covered more, but I wanted to keep it simple.

Feel free to contact me if you have questions. They are often fuel for future blog posts.

Finally, remember selling is a process — and critical if you are to succeed as a consultant. For without customers, you don’t have a business!

© 2017, jumptoconsulting.com. All rights reserved.

Sales step #6 – Follow up…

Don’t neglect this step! Making a second sale (or third or…) is always easier than making the first sale. You are now someone your client knows, likes, and trusts.

So how do you do this? Pretty easy.

Here are some suggestions:

– Phone calls – A week or two after the consultation, call to check. Keep it brief and friendly. Offer to clarify or answer questions. This is particularly important if you submitted a report

Our vet does this after every pooch visit, and we appreciate it. It is also smart business. I’m surprised more professionals don’t do this.

– E-mail – While not as personal, an e-mail can also be effective. A quick thank you, along with an offer to clarify.

Take it a step further and make it a short survey. After every trip, I get a survey from both the airline and hotel. Although usually ignored by me, I appreciate the chance to comment.

It shows concern and provides for feedback. If your feedback is bad (shudder), never fear – this is a chance to fix issues – create good will – and retain a client.

— Newsletters – These are particularly effective as your client list grows and/or there is a time gap between consultations. Newsletters can be printed or electronic. I like both.

After a few years in business, we started our printed newsletter. Later we added e-mail, but made it an option. About half preferred the hard copy, and half the electronic version With the passing of my business partner, I now only do a e-mail version – just to stay in touch.

This worked well as our clients often did not need us for a long period. The newsletter reminded them we were still in business. But it sometimes led to immediate business and even referrals (to be covered in Sales Step #7.)

My accountant uses a commercial newsletter imprinted with the company name and contact information. Even though I am not an accountant, I always enjoy the business and tax tips.

— Invitations – Doing webinars or seminars? Invite past clients. After all, they already know who you are, and may well be interested in your educational offerings.

This works for both paid and free events. For years, our engineering seminars generated a substantial part of our revenues. Our mail list of past clients was most effective.

— Other – For years we sent holiday greetings to the previous year’s clients, with a short note thanking them for their business. Often got responses in return – in addition to future business.

For clients who are electronically connected, Twitter/LinkedIn/Facebook can be effective. My financial advisor (consultant) Tweets business tidbits, which I always enjoy and appreciate.

Don’t overlook dinner with past clients. We often did this when in town. Even if you don’t meet, the invitation is appreciated. If do meet, you are not dining alone.

Finally, don’t overlook beer. As most engineers like beer, we had a trade show beer policy where we always offered to buy a beer. An enjoyable way to spend a few minutes with past, present, and future clients. 🙂

So don’t neglect this important sales step. In closing, I’m reminded of the childhood jingle:

Make new friends, and keep the old– one is silver, and the other gold.

True for clients too!

© 2017, jumptoconsulting.com. All rights reserved.

Check out “Side Hustle School”…

A “side hustle” is a great way to try out consulting, without having to leave your day job. That is exactly what how my late business partner and I started our engineering consulting firm almost 40 years ago. Read about our side hustle here.

As such, it is a pleasure to share a brand new resource – Side Hustle School – by Chris Gullibeau. Starting January 1 this year, Chris will deliver a brief podcast every day (for 365 days) with ideas, encouragement, and and success stories. Best of all, it is FREE!

If you are hungry for more from Chris, he will be taking Side Hustle School LIVE on the road to selected cities. For a nominal fee, you can spend a couple of hours with this delightful and very successful entrepreneur.

Or for more FREE ideas, visit his long running blog The Art of Non-Conformity.  

I’ve had the pleasure of meeting Chris several times. He and my fellow Arizonan Pamela Slim are two of my favorite Internet people. Chris and Pam stand out for their integrity and passion to help others — particularly those wanting to make their work lives meaningful and rewarding.

Here is some more background on Chris:

  • Author (The Art of Nonconformity, The $100 Startup, and Born For This)
  • Long time blogger at The Art of Nonconformity
  • Founder of the annual World Domination Summit now in its seventh year
  • Volunteer for several years on a hospital ship in Africa
  • Visitor to EVERY country in the world by age 35

By his own admission, Chris is unemployable, and always has been. He had a head start on me — I didn’t become unemployable until I made my full time JumpToConsulting in 1987.

But that jump started years before with my own personal side hustle!

P.S. Full Disclosure — I get NOTHING from Chris for posting this, other than the satisfaction of sharing this great resource. Listen, learn, and enjoy!

© 2017, jumptoconsulting.com. All rights reserved.