In the world of consulting to corporate clients, it’s better to create a full suite of offerings, rather than be known as a one-trick pony. Otherwise, you’re shooting yourself in the foot because you won’t be able to provide enough deliverables to scale effectively. Corporate workshops are one of the highest ticket services you can provide.
However packaging your IP is one thing. To sell effectively, you need to get in front of the RIGHT corporate decision makers.
To help you, I’ve put together the following excerpt from my free ebook: 6 Strategic Insights for Catapulting Your Business with Corporate Workshops.
Strategy 1: They Are Crystal Clear on Who Their Target Corporate Audience Is
They know exactly which employees or leaders in corporate they best serve — whether senior executives, sales people, customer service reps or marketing managers (to name a few audiences). They draw on their years of experience as well as current consulting work to clarify who they most love to work with and with whom they add the most value. Then they create a workshop specifically targeted for them.
Strategy 2: They Align Their Thought Leadership To Their Target Corporate Audiences’ Needs
Top Tier Consultants know their “sweet spot”. They intimately know the key themes, burning issues and challenges their target corporate audience is facing. They develop a provocative “hot topic” and theme that addresses and delivers results which solves or addresses these challenges in a way that is compelling which organizations will invest in solving.
Strategy 3: They Build a Killer Methodology
Top Tier Consultants leverage tools and processes they’ve developed over the years to build a 3-to-7 step methodology that has delivered great results, and can be made duplicatable and repeatable.
Strategy 4: They Are Great Storytellers!
Top Tier Consultants are masters at delivering their workshops by engaging their audiences through compelling and relevant, emotionally-laden stories based on their own experience. They layer these stories throughout their workshops to make it real for participants and engage them emotionally so they can relate to their life and job.
Strategy 5: They Know How to Sell to Corporate Decision Makers
They approach decision makers as a Trusted Advisor. This makes them stand out when they provide prospective buyers a compelling offer. They know how to get their foot in the door and get meetings with the right people, and know this is crucial to closing the sale. NOTE: If you don’t get this one step right, the chances of selling your workshops is small to non-existent!
Strategy 6: They Leverage Their IP and Re-Purpose it to Create a Full Suite of Offerings So They Get Repeat Sales and Multiple Income Streams
Top Tier Consultants know how to package and position their workshops and have the best possible chance of developing 1000-day clients who continue to buy. They even trademark their proprietary methodology to boost their reach by using partners to go far and wide with their methodology/solution.
Putting yourself out there as a freelance executive, consultant, coach or other service-based business owner can be daunting. But as you’ve learned, there are very practical ways you can use to be strategic about how you package and offer your services to corporations.
Kim Chernecki helps high-performing freelance executives, consultants, coaches and other experts, land lucrative corporate contracts. She is the creator of the Land Corporate Contracts Fast-Track System, and is a top-rated sales performance executive, facilitator, coach, advisor, speaker and strategist. A 25-year entrepreneur, Kim has consulted with executives from 100+ leading North American and Fortune 1000 companies and has, herself, started up and helped grow 10 businesses and business divisions. She’s closed millions of dollars in corporate contracts, and provides powerful strategies and proven formulas to help her clients do the same.