Are you struggling to breakthrough with your consulting business? Have you felt frustrated with all the sales leadership training programs in the market? If yes, you’re not alone.
As consultants, you sell your expertise to companies. Help other business owners increase their revenue.
But most consulting businesses struggle to increase their own worth. And wonder how to charge higher prices for their services.
Today I will share with you what could be stopping you from breaking the ceiling. And what action you can take to breakthrough.
Whether you have some experience or just starting out…
It’s a great time to be in the consulting business. There are a lot of opportunities for growth.
The Bureau of Labor Statistics predicts a 14 percent growth for management consultants by 2026.
The average base pay for consultants is $77,368/yr.
But if you’re a business owner, the sky is your limit.
And that limit is defined by the value that you bring as a consultant.
In other words, your ability will define how much money you can make. The more value you bring, the more you get paid.
Let me ask you a question…
Have you ever done a value evaluation of yourself?
If not, that’s alright. You can do it now.
What Value Do You Bring As a Consultant?
Now I have been a consultant for more than a decade.
I am the world’s highest-paid consultant. I charge $10k/hour for my time.
It didn’t require a degree for me to reach here. Neither was it a fluke.
Here are a few “valuables” that I bring to my clients.
Think of this as your checklist to evaluate your own abilities.
Which one of these do you provide?
Then you can decide what action you can take to increase your worth as a consultant.
1. Specialized Knowledge
As a consultant, you sell specialized knowledge.
You have knowledge about a specific area or field. And you sell that.
That is one of the biggest and the most important value that you give to a business.
2. Fresh Eyes
Most times entrepreneurs are too close to their business. They can’t see their business from a bird’s eye view.
Hence, it can get difficult for them to make an informed decision.
Just as the expression goes: Can’t see the forest for the trees.
They have tunnel vision. And that’s where you come in.
You provide a pair of fresh eyes. Sometimes even common sense.
3. Interesting Questions
These are questions they may not even think about.
Let’s say a business owner is planning on doing a certain thing in a certain way.
And they ask you for advice on how they can do it. And what they need to do to make that a success.
There are times where you come in and ask them: “Why are you even doing it at all?”.
Then they realize they don’t need to do it.
As an outsider, as a third party, you’re not emotionally attached to their problems.
You can ask these interesting questions. Out-of-the-box questions.
4. Discover Hidden Opportunities
You can help them discover hidden opportunities.
Sometimes when I work with an entrepreneur I like to help them discover hidden opportunities.
Again, they’re buried in their day-to-day. They miss opportunities.
Sometimes an opportunity is right there in front of them.
Maybe a financial relationship. Or maybe some hidden assets that they have.
It could be intangible. They just don’t see it.
As a consultant, you enable them to discover those golden opportunities.
This is another way you potentially help your clients.
By making connections. Making referrals to relevant people.
Maybe your clients need certain work done and you know a reliable vendor that could help them.
Maybe you have resources and programs. Even books.
Tangible pieces of valuable knowledge that you could give them. That would help them make a better decision now. Or in the future.
I have over 2,000 books. And hundreds of courses in my library.
Also, a ton of marketing material that I offer my clients if they need it.
7. Challenge Preconceived Limits
Sometimes clients believe they can only get to a particular point. Or there’s a glass ceiling.
Your job as a consultant is to challenge them.
Pushing them to do a little bit more. Maybe they could start another business on the side that they don’t know of.
You push the envelope and make them think. This way you challenge their preconceived limits.
This one is as straightforward as it sounds.
You give them advice. And then you help them implement it.
Sometimes business owners can be reluctant. Or they don’t follow through on your advice.
So you have to hold them accountable for their actions.
This way you make sure they make the most out of hiring you.
Being a business owner can be lonely.
If you have a consulting business, you know what I am talking about.
Yes, when you make a mistake you don’t want people to know.
On the other hand…
When you achieve something significant you want some recognition.
As human beings, we all need that from time to time.
Especially when people around us such as friends and family don’t understand our achievements.
You as a consultant provides that recognition to the business owner for their successes.
Commend them on the hard work they have put in.
Sometimes, your client wants to implement an idea. They want to do it, but they just need some validation.
They know what they need to do. And when you say “that’s a good idea”, it helps them go forward.
Sometimes that’s all it takes. They know they’re gonna do it, but they need some validation.
Maybe it’s to verify and make sure that their idea is good. If it’s worth moving forward with.
Business owners need to stay motivated on a continual basis.
There are a lot of tough times that a business owner has to see. Maybe you have gone through it as well.
Hence motivating your client is another quality that a good consultant brings to the table.
It could be just through recognition as I discussed earlier. It could also be through telling other business owner’s success stories.
Or it could be from your own experiences.
Let’s say they are facing a problem. And because of that, they are losing their drive.
A good consultant would nudge his client and drive them towards success.
This is one of the most important things that you sell as a consultant.
I always tell this to my mentees who are consultants:
Most business owners are not sure about what they are doing is right or not.
And that’s your biggest job as a consultant: To bring security to them.
You tell them “Take this direction. Or take this path. And you’ll be fine”.
Now I am quite experienced as a consultant. I would say I am right 90% of the time.
Sometimes my advice is not exactly perfect.
But just giving them a little bit of certainty I help my clients move forward a little bit. And then we can pivot if needed.
At least they’re making progress this way.
In my 10+ years of experience, I have noticed many consultants unable to provide certainty to their clients.
And that’s what I want to bring to your attention.
The Myth About Consulting
Most consultants “think” that they bring these two things to the marketplace:
- Their expertise
- Results for their clients
Maybe you think that way too. You think that’s what your clients are buying from you.
Let me tell you this from my experience…
It’s NOT what most clients are buying.
Those things are assumed. They assume you will bring them results and expertise.
This is why they hired you. And this is why they’re staying with you.
What your clients need the most from you is…
And you will never be able to give them that convincingly if you’re not sure of your own abilities.
In more than a decade of consulting, I have noticed this as the biggest problem among consultants.
- Comfortable in giving advice.
- Certain of their abilities.
To be honest most times it’s because they aren’t any good.
And when they don’t even have certainty about themselves and their expertise…
How could they provide certainties to the marketplace?
The only way you could be certain is by improving your skills. We’ll get to that later.
Let’s find out what type of consultant you are.
The Consulting Business: Transactional vs Transformational
If you’re selling a service, you’re selling a relationship. And relationships are about feelings.
It’s not about what you do. It’s about how you make your clients feel.
This is especially important for a consultant. Or any service provider.
It’s all about your relationship with the client.
The question is what are you doing to:
- Nurture the relationship?
- Maintain the relationship?
- Strengthen the relationship?
There are two types of consultants:
Let’s look at these in detail.
If you’re a transactional consultant, you do work for your clients and they pay you money.
And that’s all there is to it.
If this rings true for you…
You’ll have a tough time trying to make a good amount of money in the consulting business.
Because a lot of people can do that.
It’s very easy to have a transactional relationship with a client. Most consultants are stuck at a lower level because of the transactional nature of their relationship.
I will give you an example.
Let’s say you’re in the bespoke suit tailoring service.
Imagine a client walks in. You help them choose a fabric. Then you measure them up with your amazing skills as a tailor. And then you give them a timeframe to collect their suit.
You stitch the suit and deliver them on time. They are happy with their product and pay you the money.
Job done well. But don’t you think all good tailors can do that?
On the other hand, there are…
When you have a transformational relationship with a client, you’re not a commodity.
Your work has a big enough impact that it enhances their lives or their business in some meaningful way.
It’s all about how you make your clients feel.
And it all starts with how you view yourself.
Let’s go back to the previous example of the bespoke tailoring business.
Another client walks in.
You invite them over. Ask them what they want. Learn about their personality.
Maybe they’re not sure about what they want.
Maybe they have low self-esteem. And low self-confidence.
You understand everything about them. Their profession. Hidden ambitions etc.
You go through the same process of helping them with the fabric. And taking their measurements.
And all this while your suggestions and inputs are guided towards improving their life in some way.
You suggest a color or a fabric that suits them perfectly. And gives them confidence.
Now wearing that suit, they feel confident and accomplish something, as a result. Something they couldn’t earlier.
Maybe they go out and make things happen like strike a deal which brings them a lot of money.
The same suit made in two different ways.
One was just another one of those suits. The other transformed a life.
See the difference?
This is what separates the highly paid consultants from the rest.
If you think you can make a difference in your client’s life, show them.
Maybe you can save them time which they could spend with their family. Or save them money which they could spend on their family.
But before you can show them you have to understand how you view yourself.How you view yourself is how you project yourself and that is how your client sees you. Click To Tweet
How To Charge High Ticket Prices For Your Consulting
Consultants need a well-rounded set of skills to run a successful practice.
The more value you bring to your clients, the higher the price you can charge for your services.
And the more likely your clients will stay with you on a retainer.
To increase the value you provide your clients, you have to increase your abilities and skill set, first.
As a consultant, here are a few skills you should develop:
Closing is the ability to sell. Sell anything to anyone. One of the most fundamental skills needed to succeed as a consultant.
And I am not talking about the old school sales methods taught in every other sales leadership training.
I am talking about high-ticket closing.
This skill helps you build long-term relationships. It gives you the power to attract more clients. And retain them.
If you can master this skill, other consultants don’t stand a chance.
You even have the potential of selling your service at a higher cost.
High-ticket closing teaches you to get behind the thinking of your prospects and clients.
It’s the art of persuasion and influence.
High-ticket closing uncovers the “why” behind your prospect’s thinking. Hence, gives the ability to handle ‘How’ to deal with any objections that may come your way.
You know there is no one right way to lead a company.
As a leader, you have to deal with people in such a way as to motivate them and build respect.
Few skills you need to develop as an effective leader:
- Self-management: Before you can manage others, you have to first learn to manage yourself.
- Strategic thinking: The ability to have a clear vision.
- Team management: Finding the right people. Motivating them towards your vision.
- Business management: The ins and outs of running a business. How to read and interpret company data.
- Communication: Have people listen to you. Effectively convey your vision to others. Establishing a structure in place.
- Change management: Responding and adapting to change in your plans or your client’s plans. You need to be flexible and adjust to changing circumstances.
The ability to close in print.
As a consultant, it’s important to understand how to close with your written word.
Being able to write compelling copy (emails, Facebook ads, etc.) will give you the edge over other consultants.
How to strategically market your service will go a long way in establishing you as a go-to consultant.
Armed with the knowledge of essential modern-day marketing tools, you will benefit your business.
You will stand out in front of your clients.
Because you will understand your clients better. And the better advice you will be able to give them.
You need to know how to implement and maintain your brand strategy. This will help build trust with your customers.
This skill impacts internal and external communication. It is essential to your company’s image. It will help you create lasting impressions by producing the right brand image.
Again, this applies to your consulting business and also enables you to help your clients in a more holistic way.
These are just a few core skills that a successful consultant must develop.
And you may have noticed…
Most of them require a deep understanding of human psychology and behavior.
As a consultant, you already provide a valuable service to your clients. Helping them solve their problems and increase their revenue, to name a few.
But if you master the above skills, you will become invaluable.
You will be comfortable and confident in your advice.
In addition, if you develop an honest transformational relationship with your clients…
You will be able to charge high-ticket prices for your consulting services.
Now I have provided sales leadership training to consultants and business owners for a long time.
My High-Ticket Closing (HTC) program has seen many successes over the years.
But I always wanted to provide a superior way for ambitious consultants and business owners to meet like-minded people.
An opportunity for them to learn and grow their consulting business from each other’s experiences.
A chance to master the above skills and become an invaluable asset to their clients.
HTC Platinum: Sales Leadership Training At It’s Finest
I have taught the art of High-Ticket Closing to over 6000 students from over 129 countries.
My high-ticket closer students have tripled the ROI of businesses. They have generated over $34.5 billion in sales across various industries.
Here’s a screenshot of a Facebook post by one of my students:
As successful as my sales leadership training program was…
I wanted to make it even more valuable. Hence, I decided to upgrade it to HTC Platinum.
In other words, I have refined and made it more premium. It is not open to everyone anymore.
HTC Platinum is now a highly exclusive and growth-oriented environment that provides world-class sales leadership training. Premium training that builds a solid foundation for consultants and business owners.
In HTC platinum, you will experience business coaching and sales leadership training of the highest caliber.
It will enable you to break through the barriers. And empower you to charge a premium price for your services.
This 7-week program is designed to transform you into a well-rounded leader.
This sales leadership training does that in 2 ways:
- Personal Training
- Group Classes
In addition, there is accountability through goal tracking, progress tracking with included productivity sheets.
One-One coaching with a mentor will lay the groundwork for your success.
You will also learn to master:
- B2B and B2C sales processes
- Advanced negotiation tactics
- Inbound and outbound techniques
- Advanced business acumen
- Advanced sales psychology secrets and more…
Now I told you earlier…
As a consultant, I have a transformational relationship with my clients.
And that is exactly what I do with my students too.
Transformational Sales Leadership Training For The Elite
Consultants in this program don’t just learn “how to sell more”.
They learn how to close their services at a higher price. And how to be a proficient business owner and leader.
But that is not all.
With this elite-level sales leadership training, I like to transform people’s lives. Not just their business.
I do this by transforming their mindset, first. I challenge what traditional schools and society have taught them. And turn that on its head and prepare them for success like they have never imagined.
To get Game-Changing results, start focusing on Game-Changing thoughts. – Robin Sharma
With HTC Platinum, I keep the long-term progression of consultants in mind.
Note that we have a strict policy against ‘bad apples’ in our community. The HTC Platinum community accepts only positive and growth-oriented consultants.
Because the environment you learn inside makes a huge difference. It influences your thinking.
Above all, if you are surrounded by negative people, you will never be able to grow.
Our thriving community of consultants, use their advanced skills to get sponsorships, brand deals, contracts, and exclusive business agreements.
In this premium sales leadership training, you will network and build relationships for life.
Now that was the good news.
The bad news is…
HTC Platinum is not a walk in the park program.
It is not cheap.
It’s definitely not a run-of-the-mill sales leadership training you can find with a quick search on Google.
Unfortunately, HTC Platinum is…
Not For Every Consultant
This 7-week sales leadership training will test you and push you beyond your limits.
Nothing like you have ever experienced before.
To undergo this training, you will have to be prepared to transform into an elite-level consultant.
It will challenge your beliefs and overwhelm you beyond your imagination. So if you are set in your ways and don’t have an open mind this program is not for you.
This sales leadership training is very demanding by its very design. If you can’t handle challenges and pressure, this program is not for you.
It is only meant for serious and committed individuals who have a never give up attitude. You need to be passionate, laser-focused and growth-oriented to make the most of it.
If you thrive, it will raise your performance not only in business but also in your personal life.
The question is…
Can you handle a personal and professional transformation of the highest level?
This is a top-tier program with world-class coaching and course material. And access to the elite does not come cheap.
So if you can’t afford it or don’t see this as an investment in your future, you should not apply.
If you feel you will become a world-class consultant since you paid a premium for this training, you’ll be disappointed.
Paying a premium doesn’t entitle you to succeed.
This sales leadership training doesn’t guarantee your success.
Success doesn’t come to everyone. It only comes to action takers with an obsessive drive to get that 1-3% of an extra edge over others.
If you aren’t prepared to do whatever it takes to succeed, this training is not for you.
However, if you are willing to go the distance…
Reserve your seat in HTC Platinum.