To close big consulting deals, you don’t need to be a charismatic movie star.
You can be a good-hearted engineer who mumbles – and needs to be reminded to speak up.
Many believe their weakness is them, personally. It’s not true. Your weakness is your process. Not your person.
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Philip Nickerson is an aquaculture engineer and consultant. His expertise is in heating and cooling the water in fish hatcheries, lobster pounds and the like. Getting the temperature just right impacts not only the energy costs, but also the number of fish that hatch. And their mortality rate. How many will make it to the market and how big will they be?
Like many consultants and experts of all kinds, Philip found that attracting quality clients was a struggle.
His skills and expertise were world-class.
He'd studied studied marketing for years.
And he was a hard worker. But it wasn't adding up to a steady, consistent, predictable flow of ideal clients.
Well, since we started working together a LOT has changed.
During the first couple of months of 2014 he sold more than $600,000 in consulting, equipment and facility production.
Even more important, for the first time, Philip feels he has a real business because he has a simple, repeatable marketing and selling system.
Philip generously agreed to record a conversation in which he talks about:
- - Writing articles and presenting at conferences - and wondering why applause didn't lead to business.
- - How he went from assuming company CEOs and owners would be too busy for him, to having the confidence to call them directly.
- - Why you can study marketing for years, have lots of marketing know-how, and still go in circles.
- - And how today, by contrast, he's doing far less, but seeing it all add up to clients (including his first $1 million deal in 2019. And only getting better.)
Dov Gordon
PS - If you're in a similar place to where Philip was - really good at what you do, but struggling to create a steady, consistent, predictable flow of ideal clients - go check out You: A Force To Be Reckoned With!.
