SME Consulting Fundamentals

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The following are a set of guidelines that can greatly simplify the life of a consultant and enhance their chances of success. Let’s outline the Simple Rules:

To start, let’s establish the rules for our methodology, which can significantly ease the life of a B2B consultant.

Rule #1 – The Client and/or Prospect Are Always the Priority

This means that our focus should always be on the client and prospect. Not only is it our responsibility to assist them, but it also applies to our marketing efforts.

While our natural inclination may be to make things about ourselves, it’s important to remember that everything is ultimately about the client’s needs and desires.

Rule #2 – Target and Work with Clients in the ‘Sweet Spot’

By adhering to this rule, life as a consultant becomes much simpler. What does it mean to target clients in the sweet spot?

These are owner-operated businesses that generate annual revenues ranging from $500,000 to multiple millions. The key aspect is that they are owner-operated.

Let’s delve into this further.

We choose to work with clients who have achieved a revenue level of at least half a million because it indicates they already possess forward momentum and are doing things correctly.

This means we don’t have to reinvent the wheel. Additionally, they have reached this level by being proactive and dedicated, not by being difficult to work with or lazy.

The owner-operated aspect is important because, in most cases, we interact directly with the owner.

This is beneficial because owners have decision-making power and can make things happen.

When dealing with large corporations, the process becomes slower due to committees, boards, and bureaucracy.

It’s worth noting that within the United States alone, there are 7.03 million prospects that fit this profile.

So, sticking to the sweet spot is crucial for achieving results and ensuring smoother operations.

Rule #3 – Only Work with Clients You Know You Can Assist

Acknowledging the abundance of businesses in the sweet spot, we commit to only taking on clients we are confident we can help.

This addresses any doubts or fears about not being able to meet their needs or perform poorly.

We have a method to determine our ability to assist clients before taking them on.

By following these two rules—working exclusively with clients in the sweet spot and accepting only those we know we can genuinely assist—we eliminate the fear of failure.

It becomes highly unlikely to be unable to help a client when we already know we have the ability and a clear plan in place.

A key component of this is always being target and deadline-driven.

Clients often prefer to be vague in their objectives, but to achieve results, we must set specific targets based on their desires and establish deadlines for accomplishing them.

This approach allows us to create simple action plans and a series of steps to guide them effectively. Finally, we place our trust solely in the numbers and data.

In conclusion, by following these rules, consultants can simplify their lives and increase their chances of success.

The client’s needs should always be the priority, targeting clients in the sweet spot is key, and only working with clients we know we can help ensures optimal results.

Being target and deadline-driven and relying on measurable data are vital components of achieving success in consultancy.

When dealing with clients, it becomes evident that regardless of their success, they are still human beings with active minds that tend to exaggerate things.

Often, clients come to us with complaints or concerns, speaking in broad terms and saying that nothing has worked for them.

It is crucial in these situations to always seek concrete evidence by gathering the necessary data.

For instance, I recently had a conversation with a client who believed that none of their clients wanted a particular service, leading them to consider discontinuing it.

However, upon closer investigation, we discovered that the number of clients who felt this way was actually quite small.

Therefore, it is essential to validate and verify claims by examining the numbers.

By following certain principles in our interactions with clients, such as marketing and selling, we can greatly increase our chances of success.

Firstly, we must attract clients who are proactive and action-oriented, as they are the most likely to benefit from our services.

Secondly, we should only take on clients if we already have a clear plan in mind for how we can assist them.

In other words, we should avoid taking on clients who are not easy wins.

Thirdly, it is crucial to establish specific goals and deadlines with our clients to ensure that we achieve the desired results.

Without clear targets, it becomes impossible to measure success. Lastly, our approach should always be driven by data and statistics.

By adhering to these guidelines, we can navigate client interactions successfully.

Here is an overview of the PARX Model and Toolkit, providing a brief yet informative glimpse into what you can expect during our collaboration.

In the initial 60 days, our main focus will be on learning and practicing the PARX model itself. This emphasis is crucial for several reasons.

Firstly, through active practice, you will develop a belief in the effectiveness of the PARX model.

As you gain hands-on experience, you will realize your ability to achieve tangible results.

This newfound belief in the model and your own capabilities will empower you to deliver results for clients.

By honing your skills in the PARX model, you will acquire the necessary expertise to effectively assist clients.

This certainty in your abilities eliminates any fear of not being able to attract clients.

With countless businesses in our target market range, you can confidently approach them and offer your services.

This certainty instills confidence, which is essential in both marketing and sales endeavors.

Confidence exudes magnetism, making you more appealing to potential clients. Additionally, it bolsters your sales process, particularly during focus finder calls.

By expressing your unwavering confidence in achieving their desired outcomes, you enhance your selling potential.

Certainty and confidence are often what clients seek, ultimately leading to increased success in acquiring clients.

In addition to the benefits of mastering the PARX model, we will provide training on specific aspects of the model and various tools.

Each lesson will focus on a particular part of the model or multiple tools.

Furthermore, you will have the opportunity to engage in small-group Q&A sessions, allowing for practice and role-playing with both fellow students and your instructor.

It is important to prioritize learning the fundamentals before delving into more advanced techniques.

By mastering the core skills, you will possess a powerful foundation.

This concept can be likened to boxing, where a strong hook is a fundamental skill that can lead to victory without needing an array of complex techniques.

Similarly, we will focus on building your fundamental knowledge and skills before exploring more advanced concepts.

To start off, we’ll take things slow initially so that we can eventually pick up the pace.

It’s important to build a strong foundation in the fundamentals, as they are what ultimately contribute to your success.

Now, let’s delve into the contents of this course and what you’ll be receiving.

Included in this course are various tools and resources that make up your toolkit.

Now, let’s focus on the PARX Framework and Model, which is the key to achieving desired results.

Mastering this framework and model will give you an invaluable skill set that will always be in demand.

It’s a skill set that can withstand any challenges, except for a literal nuclear apocalypse.

Additionally, you’ll learn the Focus-Finder Framework, which is a sales conversation framework that guides you in effectively communicating with prospects, understanding their needs, providing assistance, and ultimately closing them as clients.

When taking on a new client, it’s important to engage in a process called “Download with Them.”

This involves using the provided download worksheet and process to gather information about their business, problems, and goals.

By sifting through this information, you can identify the necessary actions to help them reach their targets.

Moving on, the implementation tools and frameworks come into play.

These tools include various maps and frameworks, such as the deadline-sequence map and framework, copy framework, click sequence map and framework, educational pitch framework, direct pitch framework, story pitch framework, long form copy framework, and average order value increase checklist.

With the PARX framework and model, the download process, and the diagnostic checklist, you’ll be able to identify the most important action your client needs to take to move closer to their goals.

These implementation tools and frameworks will then assist you in executing that action.

It’s worth noting that despite the abundance of tools available, the 80-20 rule often applies, with the focus being on adding follow-up strategies and offers to the checkout process.

In addition to all of this, clients also receive assistance in the form of turnkey presentations that can be edited and used as lead magnets and content.

This includes presentations and worksheets for the best-paid process and best buyer process.

In this content, there are various valuable resources available. These include a presentation, a worksheet, and a tool called the best bait process.

Additionally, there is another presentation and worksheet for the decision-maker process.

Another intriguing resource is the 80-20 overwhelm cure, which also has its own worksheet and presentation. Lastly, there is a tool called the Revenue Finder.

These resources serve two main purposes. Firstly, they act as attractive lead magnets and content pieces, enticing people to engage with you.

Secondly, they can be utilized when working with clients.

For instance, the Revenue Finder tool can be used to quickly identify potential areas for revenue growth in a client’s business.

These resources are just a glimpse of what you will receive with this certification, providing you with the tools to help clients achieve results.

During the initial 60 days, we will focus on utilizing these resources and practicing the model.

Now that you have an understanding of what to expect, it’s time to dive into the work. Shall we proceed?

This concludes our brief lesson, and we can now move on to the next topic.