Do You Do CRM? Here's Your 1st Step To Doing It

 DO YOU DO CRM? HERE’S YOUR 1st STEP TO DOING IT

You’re a consultant, so all you have time for is staying focused on getting your work done and setting up your next consulting job because it’s a competitive environment out there … especially in this economy. I understand.

Well, as business development consultant, a quick and easy step I tell everyone to take is to create a database of all the people they've met, received an inquiry from, and worked with. Be sure to gather as much information as you can about them including at least one piece of contact information (i.e. phone number, email, mailing address). It takes very little time to set up a rolling database, and even less time to maintain, yet the payoff (if used right) can be huge.

If you don’t feel comfortable asking for contact information, offer something to them in return like putting them on your monthly “insider tips” newsletter or mention that you occasionally send out exclusive discounts. Then, follow up. This sounds so obvious, but you would be surprised by how many people I have seen ignore this step. It doesn’t have to be a big time investment, nor do you have to use an expensive email provider – simply stay fresh in someone’s mind (it will bring in business).

I’ve gotten many responses from people who have been planning to contact me, or have been grappling with an issue that they "just realized" I would be able to help them with. They are usually relieved that I initiated a reconnection ... always happy to help!

Recap:

• Collect contact information from everyone you meet and work with
• Follow-up at least once
• Communicate without being overwhelming (and not just when you need something from them)
• Measure your CRM success (ideally you should keep a report of who you’ve reached out to, in what way you've contacted them, and how that has translated into business – referrals included)

About the Author: Kristin Kim (contact: kristin@FleurIrisee.com) is the President and COO of Fleur Irisée: an exclusive consulting firm in Denver, CO and Boston, MA (headquarters). Fleur Irisée specializes in developing fully integrated turn-key solutions for your personal and professional needs. Our talents focus on strategic business development, special event management, wedding planning, and select concierge services. “Discrete + Experienced + Professional + Sophisticated” http://www.FleurIrisee.com

CONSULTANT : DON’T BE A KICKED TIRE

 CONSULTANT : DON’T BE A KICKED TIRE

Free consultations are commonplace these days. Not only does it allow the buyer to get to know you and your business, it allows you and your business to qualify the buyer.

As a business development and marketing consultant, and special event planner, I certainly recommend hosting a free consultation to be sure that the inquiry is a desirable one, and that you are a good fit for the job. Free consultations should be a meeting to discover why the client is looking for help, identify the areas in need that you can specifically improve, and show the prospect that you have the abilities to resolve their problems. Free consultations should not be a platform to give the client solutions to their problems - never ever give away your secrets (not a one!).

Prospects will ask pointed questions – and that’s OK. Instead of getting overly secretive, focus the discussion on your deep understanding of the prospects concerns, promote your process, and refer to some of your previous cases that were successful because of your value-add. Be comfortable knowing that you probably aren’t going to answer all of the client’s questions in detail. Starting off with the terms of the meeting will help manage a buyer’s expectations of what will be discussed.

Throughout my experience, I’ve met many consultants in business development, marketing, hospitality, special events and weddings, concierge services, creative industries, and then some, who are frustrated by their conversion from free consultations to paying business. They tend to turn inward, and become insecure in their abilities. This reaction is dangerous because it can cause one to underprice themselves or even quit their business altogether.

Instead of doubting yourself and your services, focus on developing your sales techniques.

A free consultation is informational, but make it also be your soft/hard sell. A consultant has to position themselves as an expert in their field to people seeking out help, so take carry that assertion through to your closing and do the “ask”. It is not pushy or awkward to find out when the client would like to get started. It’s a good thing if you tell them what your next step is upon taking on a new client. At the very least, make sure you are speaking with the decision maker, and if not, find out who that will be.

Remember, your main objective is to qualify the prospective customer and turn them into an active client ... and their main goal is to find the best person to hire. If you recognize that it is not a good fit, save both parties time by politely ending the consultation and then guide them to someone who is better suited to service their needs. They will appreciate your honesty and help; who knows, you may get a referral (or two) from them - it's happened to me.

About the Author: Kristin Kim (contact: Kristin@FleurIrisee.com) is the President and COO of Fleur Irisée: an exclusive consulting firm in Denver, CO and Boston, MA (headquarters). Fleur Irisée specializes in developing fully integrated turn-key solutions for your personal and professional needs. Our talents focus on strategic business development, special event management, wedding planning, and select concierge services. “Discrete + Experienced + Professional + Sophisticated” http://fleuririsee.com

Marketing Through Events

I'm featured as the Extraordinary Entrepreneur on One Million Entrepreneurs! Please visit the article and be sure to "Like" it. You can also read my Profile below:

MARKETING THROUGH EVENTS

Fleur Irisee is a consulting company that started off in business development for early-stage companies and has grown in a unique way – we now have an event management division. Though not always obvious, there is a strong synergy between marketing plans and event management, and through organizing social gatherings, corporate events and private parties, the demand grew and, in turn, grew the Company. - Kristin Kim

Go “all-in” when starting your business, but be sure not to take on more work than you can handle.

What do you love most about your business?
I love getting people what they want and seeing my added-value pay off. I have met so many energetic entrepreneurs, top-notch vendors and successful New Englanders who have great vision and just need help executing it. Seeing the final product is so rewarding and seeing the client happy is invigorating!

What advice can you share with aspiring entrepreneurs?
My advice is to go “all-in” when starting your business, but be sure not to take on more work than you can handle. I see a lot of self-starters over market themselves, over promise results, and under value their contracts. If you cannot handle the demand that your buzz generates, and deadlines are being missed, people will give you poor reviews and it is a quick start to a bad reputation. Also, if you do not price your work fairly (some simple competitive analysis can give you a good guideline) you may be sinking your own ship since you won’t be able to financially stay afloat as you gain traction.

Article Address: http://onemillionentrepreneurs.com/profiles/featured/1738/marketing-through-events.html