Are you struggling to earn higher fees with your consulting proposals?

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TRANSCRIPT:
Let’s talk about how you can earn higher fees with every proposal that you put out.

Here’s are 4 keys to higher fees with your consulting proposals.

1. Raise Your Value Before Sending The Proposal

It doesn’t start with the proposal. It’s not even your approach to the proposal.

It’s all about the conversation you have before the proposal.

In your conversations, you want to be focused on some specific things, but keep in mind, and this is so critical that to earn higher fees is not about your proposal — it’s about everything that happens before the proposal.

In your conversation, what you want to be focused on is identifying the value. And then communicating the value. And the value is what your buyer cares about.

It’s not just about your methodology or process — none of that is what the buyer wants or what they truly care about.

If you’re having a really effective conversation, you should be asking questions that can help you to identify value and can help the buyer themselves identify what is really important, what is it going to be, the value of the outcome, the result, the ROI for them by working through this process together and by uncovering what happens if they don’t move forward and hire you.

What is the cost of inaction? How does it impact their employees, their organization, their shareholders, their community itself?

There’s many different aspects and areas that you want to explore. The key to this is to think about it like you have an onion and you have all these different kind of layers, so you want to start to peel back each layer — peel, peel, peel — because you want to go deeper and deeper right into the core.

Because this is where the value is. The value is not on the edges.

Most consultant’s conversations with this clients, at this stage just, skate around the edges. They’ll ask one question and then the buyer will give them a response and they’ll move on to the next question. That’s not what you want to do.

2. Go Deeper During With Your Questions

What’s significantly more effective is to ask a question and then go deeper and ask another question about the same one, clarify more, go deeper, understand more.

Only then will you go and ask the question about a different area in the business, but then again, you go deeper and deeper.

Ask…

Why is that important to you?

What kind of impact will that have on your organization?

Will that impact look like in terms of dollars or percentage improvement?

How will your shareholders feel about that?

How do your employees feel about that?

We’re going deeper and deeper and deeper.

We’re not saying: what is your objective on the goal? OK, Greg, when do you want to do this?

No — you don’t want to go to the next step so quickly.

You want to go deeper because this is where the value lies and this is what will really help you to position your offerings and your fees in a way that the buyer will feel very comfortable and excited about saying yes.

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