CIB.07 (CREATING A CONSULTING / IMPROVEMENT BUSINESS) uNDERSTANDING aVAILABLE SALES cHANNELS - WILLIAM EASTMAN

Introduction
​Last week we covered how to create a value ladder of products and services to cover all of the initial sales possibilities and create opportunities to upsell. Today's show is a review of what is available to consultants. Since I come from this industry I know this a hard sell. 
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Show Objectives

1. Given the options available, which sales channels should I concentrate on for results?

What You Need to Know
This is not an impossible task, just very different. Even when compared with the most "intangible" of services, consulting can seem like a vapor - formless. I will open with a very different tone from the one set last week on creating a website as a separate business. It is my belief that a consulting firm (whether solo or several partners) needs a professional site that augments, but doesn't replace face to face relationships. It is impossible to capture the ambiance of a business operation by talking online. Even a practice that is heavy assessment or survey based can't capture how it feels to walk the floor or watch work being performed.

The focus for this show is (1) building the best content (asset) based website possible and (2) integrating it within the marketing, sales, delivery, and service processes. That leaves a third issue (3) how much of the consulting process can be automated?

What You Need to Do

1. ​How Does Your Online Presence Affect Sales
2. ​Expanding Your Consulting Universe
3. CONFERENCE CALLS & WEBINARS​​​​
4. You Really Are a Publisher
5. Reopening Your Accounts or Upselling

​"The World Of Business At Your Finger Tips"

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