I became an independent HR Consultant in 2010 when I set up People Essentials. Until then I had spent most of my career working in corporate HR roles. While I had developed good negotiation and influencing skills like most HR Consultants I had little experience of sales. Like most HR Consultants I also understood that was going to be my biggest challenge.
Selling HR Consultant services isn’t straightforward.
Because you can’t guarantee a specific outcome prospective clients won’t know what they are going to get until they use your services and experience what you do. Unfortunately for us until people are confident they are going to get what they want they are reluctant to buy.
It’s easier for HR Consultants to sell a product than an intangible service like coaching or employment advice. People can see, feel and even physically use a tangible product. This takes away some of the risk, giving them confidence they will get what they want and makes it easier to buy from you.
That’s what I did when I developed my survey platform – although I didn’t realise it at the time!
Over the last few years I’ve developed a really effective sales process for my surveys – it’s less time consuming, professional and very effective! I give clients the confidence to buy by providing them with demo surveys so they get firsthand experience of how the surveys look and work. They can also see example reports, case studies, testimonials and various guidance all giving them confidence they will get the kind of results they need.
And, when I share the results of their survey, I get to tell clients about the other products and services I provide as an HR Consultant – creating the perfect opportunity to up sell and cross sell my services.
Don’t have a product of your own?
Be one of a small number of HR Consultants to use my survey platform to win new business.
Attend our “Sales & Survey Training” Workshop and we’ll;
• Give you two surveys FREE
• Show you everything you need to know to use surveys to win (and keep) the right clients, do the kind of work you want to do and achieve consistent income.
• Take you through each step of the survey process – from set-up – to interpreting the report data – to client feedback
• Share the sales and marketing strategies we’ve developed and successfully applied for over 7 years.
Contact firstname.lastname@example.org / 01635 728728 for more details and to book your place.