5 prospecting tips for consultancies

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Today I decided to bring you prospecting tips for consultancies !

Why?

First of all, consulting is the most difficult service to offer , considering the high level of complexity of this sale!

Think about it: it is an area that allows the company to sell its knowledge and skills as a product to other organizations. Therefore, you need to create much more value for your product than to sell a t-shirt, for example.

So, it is necessary to have a good prospecting process , one that really brings good results!

See, now that I've created value for you to want to read this blog , how about we continue?

Follow the thread and check out our tips!

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Reading time: 10 minutes

You will read about:

Main pain points in the consulting area

Five prospecting tips for consultancies

Bonus: Automate and organize your process
Main pain points in the consulting area

According to studies by the Project Management Institute, communication UAE telegram data failures, poor time management and lack of process structure are the main problems faced by managers of companies that sell consultancy.

Therefore, good prospecting needs to be prone to dialogue, the generation of authority and trust, in addition to finding the ideal segment for your service !

Remembering that, standing still and waiting for sales opportunities is not an option!

Therefore, not having a prospecting process is the biggest mistake you can make in this highly competitive area!

Your consultancy cannot be left behind . So, stay tuned for these tips in the next topic!

And for those of you who don’t yet have a prospecting process, check out “Outbound Prospecting: learn how to start one” .



Five prospecting tips for consultancies


Our tips were based on 4 years of experience serving and solving prospecting problems for several consulting companies throughout Brazil!

In this context, you can learn more about our clients by clicking below:



Meet our clients. Prospecting tips for consultancies



Now, let's look at some prospecting tips for consultancies:



01. Add value to your service


This is certainly the most important tip !

In general, many consulting firms fail to structure good sales pitches.

But it’s important to remember that often the potential client doesn’t even know they need consulting . That’s why you need to show them how your service can help them!

If the company has a problem and your solution is capable of solving it, demonstrate this in a tangible way, with cases, numbers and qualified information.

Additionally, use negotiation and persuasion techniques to capture the customer's attention, whose focus is on solving a problem.

Remember: you have the solution, you just need to make your client see it !



02. Find your ideal customer profile


Those who work in the consulting segment need to understand that they cannot offer a service to everyone , as not everyone will see a need for it!

And this causes a break in contact and poor results for your company.

Therefore, the first question to ask yourself is: “What type of customer has the problem that we can solve with our service?”

Additionally, use the data your company already has, as well as market analysis , to create an Ideal Customer Profile .

Basically, your company's latest results are the starting point for identifying consumption patterns, problems common to certain niches and how your service solved these problems.

This way, you can structure good prospecting strategies , success stories and statistics to develop good sales arguments!