 Newbies guide to getting consulting clients part two of two let's get going Hey, you know if you ask any new coaching or consultant or anybody who's trying to sell their expertise the number one problem they have is how do I get clients how do I get clients how do I get clients I don't want to be a sales person in this video now this is part two of a two-part series so if you haven't watched part one go back to part one there's a link in the description they'll go back and watch part one two but basically that's the biggest fear they don't know how to get clients so in this part this is part two I'm gonna explain to you exactly how to get those clients how to keep those clients and how to make it easy without being all salesy hey if you're new to my channel my name is JR Fisher and you kind of subscribe gotta do that go down there to that big subscribe button hit that subscribe button there don't forget turn on the bell notifications you got to ring the bell turn on all notifications that way what's gonna happen I can let you know when I do a new video you won't miss out on anything you'll be part of the VIP Fisher family and you'll know when I do a video it kind of run didn't it all right let's get into this consulting thing this is really really cool stuff I've done it for years and this is part two and these steps are super important so watch part one part two now these steps are super important let's get into them now all you got to do is go through these simple steps it's really a lot easier people over complicate this now I've been selling online since 2009 I've sold millions of dollars both digital and physical products and on my channel here all I do is teach you how to do the same thing how to make money online now if you have questions about consulting or coaching or anything online put it in the comments below I'll be happy to help you out and answer your questions don't forget to like the video also okay so let's go through all the steps that you got to do and this is a lot easier than people think they over complicate they make it more difficult they get all stressed out there's no need to you'll make money okay if you've got any expertise in anything you can make money selling it to somebody else if that's what you're concentrating on the first thing and I think this is the most important thing and I think I did this pretty well in the beginning but I've had a couple errors here but identify a client that you want to work with you don't want to get a client that you don't want to work with it's just not worth it it's not worth the hassle and I've had people who tried to you know offer me like 90% of what I charge or 50% of what I charge and all this and I never I never go for those clients I just don't because if they don't want to pay my fee up front I figured they're gonna be a pain in the butt later on so I just don't work with them now the next thing you do once you've identified who you want to work with you want to identify a problem they have they may not even know it yet by the way and that you can actually fix so if you can't help somebody with something there's no point in becoming a consultant for him so don't do that one thing I like doing is solving a problem for free I've done that for many people over many years and I've gotten a lot of clients out of that I've sold a lot of courses out of that understand that you've got to prove that you have value before anybody's gonna pay you they're just not gonna pay you until you prove you a value I'm doing it right now in this video by giving you this information I'm not getting paid to do this video though I could get ads and people could buy stuff and all that but technically I'm doing the video for free I'm giving you this information for free and hopefully solving your problem for free now ideally when you find a problem that you know a client has and you decide you're gonna help them with it you've already done this before you did it for another client someplace else sometime else some other business and you can show them the results that that client got if you do that up front they're gonna look at you go wow this person really does know what they're doing they can really help people out yeah I want to go ahead and hire them later on for another job so you're gonna go in there first and help them out with some little problem that they have the next thing is for coaching and what I do is I scream them I've got to let them know that my time is really really valuable so anybody who wants to be a coaching client of mine has to fill out an application to pay me I know it's crazy right but it makes more sense because that application also tells me a lot of things it tells me you know if they have the money if they have the time if they're gonna listen to me if they've got a viable business all those things matter because why do I want to even get on a call with somebody who thinks they're gonna get everything for free that they don't have to pay for anything and they don't have the money and they don't intend to spend any money and that's one of the questions you know I ask them in my application processes do you understand that my paid services are paid okay you know it to get me as a coach for you you're gonna have to pay me do you understand that do you have a budget for that the next thing I also ask them in their application is do they have any financial difficulties because if they have financial difficulties they probably won't be able to pay me so if they say that up front I don't even bother to contact them what's the point so ideally what you want to be doing with all this is just talking to people who have a problem that you want to work with that have the money and are willing to spend it on you and if you start talking to people with those parameters you're gonna find that you have a much higher closing ratio when you talk to them about selling them your consulting your coaching services now what I generally do is I will take a look at their business I'll take a look at you know let's say it's a e-commerce website I'll look at that I'll look at their sales pages and I'll I'll look and see if I can help them and if I can in most cases I can but I'll look at that and see what's wrong with it and I'll do a full analysis of that particular business I'll look at when it starts you know I'll find out when they started the website I'll ask them what their sales are now you know how much sales had they done I get all that information together and I put together a good presentation for them and I show them all the major things that needs to be done let's say it's you know correcting your e-commerce website and I'll you know go through this long analysis of what's wrong with their website what they do I'll also give them analysis of what I do what I provide what I can give them the time I can give them the results I can give them and I'll ask them what their goals are if their goals are not realistic if you know they've sold $500 a month and they want to go to a hundred thousand you know in two weeks well I'm gonna say I can't help you because you know that's not realistic but if they have a realistic goal in the next six months to a year and keep in mind all of my coaching clients are six months so I don't have any contracts under six months now that's not to say that somebody's not going to pay me a lump sum to do some service for them you know I would certainly entertain that if it's something I wanted to do had the time to do but bottom line is I feel like if they aren't willing to devote six months to learning something to improving their situation um then you know it's it's unrealistic okay and it's going to take that long probably in most businesses to get the results they want now at the beginning of those calls I will also tell them you know I'm only going to have one call with you unless we decide to work together this is the one call I'm going to have because at the end I don't accept oh I'm going to think about it you know um I've got to see what my budget is next month or I'm not really willing to do this late you know right now I want to do it later on if I hear any of those things I say well let's not have the call right now when you are ready let's get back together again I also make sure all the decision makers are there so if I'm talking to an owner of a company and he has an e-commerce website and I say at the end I'm going to ask you you know if you want to work with me or not and I'm only going to ask you one time and if you don't want to work with me that's okay but I will not work with you later on if we don't work today and if he says well I have to have my wife involved well then what you want to do is reschedule that call you're going to want to reschedule that call for when the wife's there now he may say something like well you know she doesn't have to be on the call because I'm ultimately going to make the decision and I'll go right back to well can you make that decision today without her here and if he says no then I don't make the call I just I don't do the presentation there's no point you have to have all the decision makers there and they have to understand that it's not I'm going to think about it type situation let them know your time is valuable my time is valuable I don't want to go back and talk to you again and again about the same project it's not what I want to do it's not what I'm going to do so let them know that right up front and one or two things will happen they'll agree to it and they'll say yeah I can make a decision you know when we're done with our little presentation and your analysis of my business or I can't make a decision and if they can't make a decision don't do your presentation it's that simple now I think it's also important when you're on your call or your presentation with a person that you care about so I always make it a point and I say okay you know your goal is to make you know two hundred thousand dollars this year off your e-commerce site how will that change your life what effect will that have on your life and they'll say things like well I'll be more financially free and I don't let them get by with that because that doesn't mean anything and also going back to that money thing I always make sure it's a specific amount of money I want to know exactly what they want to earn because making more money or increasing my sales means nothing to me I'm saying I want to double my sales saying I want to make 200 thousand this year that's a real number I work with we can divide that by 12 we can divide by 12 increase my sales it just doesn't happen okay so it has to be specific and then I will say to them how will that change your life and they say well I'm going to be more financially comfortable free and I'm going to say what does that mean to you and they're going to say well I mean I'll just have more money I don't let them get by with that I'll say well do you want to buy a car do you want to upgrade your living you know do you want to get another house do you want to travel and then they'll get more specific they'll say things like well yeah I'd really like to get a new truck and I want to move into a four-bedroom house we're in a two-bedroom now and we just had a new kid so I want to move into a four-bedroom house and I'll say well what neighborhood would you like to go to so more and more specifics if they say they want to travel I'll say where do you want to travel to they'll say Asia I'll say where in Asia and they'll say well I don't know maybe Japan I'll say why Japan and they'll say well I've heard about this restaurant there so you want to really drill down when you're talking to them and the reason this is so very important is that if I can get all those ideas in their head it's going to serve two purposes it's going to let me know what their goals are and can I help them achieve them and it's going to make them focus in on their goals and make them more likely to do the steps they're going to need to do to get to that point so it's got to be super specific guys I can't impress this upon you enough you got to even say when you get to Japan where you going to go in Japan what what kind of food you eat there where would you like to stay really get specific if you do that you get more and more and more into their head and they're more and more likely to actually achieve those goals based on what you're training them to do so one of the first questions I asked them is that at the end of six months for you to look back and say we got good results what would you say occurred so they may say well I doubled my sales or you know I got 20 percent more visitors to my website whatever it is you're trying to work on find out what that specific is and that is forward pacing and what forward pacing is is getting into their heads that particular thing and the more they think about it the more they talk to you the more they're going to believe that you can help them do that thing rest assured you have to be able to do those things okay but when they get that in their head they're going to be more likely to want to work with you because you've been very specific and they're going to feel more like that you're the person that can help them the next thing I would tell you is that you have more value than what you think you do um you know consulting and coaching that's a very specific thing if if somebody says that they want my help on e-commerce and selling a product online I can certainly do that but they could also just go out and watch random videos they could you know take a couple courses they could do any of that stuff why would they hire me one on one because they're going to get my one on one attention um my one on one attention is maybe maybe they'll do an ad and they can say hey jr in the next call let's go over this ad let's create some new ads and we actually do it instead of them just trying random things and losing money on ads which you know a lot of people will lose money on ads they have specific things they can work on so that's why they're going to pay you directly as opposed to just take your course and I have courses where people can just take my courses I have an inner circle where people can join that get access to my courses and at weekly coaching calls but when you're a consultant when you're a coach and you're working one-on-one they're getting your undivided attention that has a very high value um you know I don't know what you want to charge you know I've seen people charge as a little as a hundred fifty two hundred bucks an hour I think that's extremely low um I would be in the thousands an hour right now to do that because that really takes away from a lot of projects that I want to work on and to you know replace those other projects that I'm working on just going to be a thousand two thousand dollars an hour it's just what it's going to be um and I know I'm worth it because people have already paid me that that's how you know is when somebody pays you something you know you have that value but you probably do anyhow I don't know what you're consulting on you probably have that value and you have not been convinced you have that value yet but it certainly is there and there are people that will pay you that and those are the clients you want the clients who pay you a huge amount of money are the clients that are more likely to do what you tell them to do because they're vested you know you think about it somebody who pays you nineteen dollars a month to get coaching from you is going to maybe listen maybe not you know if they don't do it they're going to hey it was only nineteen bucks somebody who pays you two thousand dollars a month and they get a couple phone calls they're going to be prepared for those phone calls they're going to show up one time on those phone calls and they're probably going to do whatever you tell them to do on those phone calls and they're probably going to get better results for that reason so if you charge more you're really benefiting them not just you now the last thing I'll tell you is once you determine what your price is and you can say I normally charge nineteen hundred and for you I'm going to do fifteen hundred that's fine you can do that but never negotiate your price never negotiate it um you can negotiate terms so you know I've done that before where somebody says hey I want to work with you for six months can I pay you three months in advance and I'll pay you the other three months that particular person I will tell you did not pay the other three months but that's beside the point the point is I didn't negotiate the amount this person wanted to negotiate the amount I've had other people who wanted to negotiate the amount and I would say for the most part anybody who's ever asked for a discount I probably did not work with I don't think I did ever no I don't think I did because if they're trying to negotiate your value now then they don't think your value is there for them you know and if they're not convinced of that you know it's probably your fault but we're not going to worry about that right now who's faulted is the point is you do not want to work with somebody who wants to discount your services if they're really worth that now one thing I will tell you also if you're doing consulting or coaching to have an agreement and that agreement's important it's important to spell out in that agreement what you're going to do for them you know I tell them verbally when I call and then I let them know I'm going to send them a contract they signed the contract we're done but the point is you have it in writing you know what to expect one thing you never want to do on consulting on coaching or any of that is to offer a refund ever you don't want to do that because especially if you're coaching somebody that means you're training them on how to do an item or some work or a project there's there's no guarantee for you that they're going to ever do the things and if they don't do them you know why should you not get paid you should always get paid for the work that you put forth this also holds true with consulting because I've done consulting for businesses and they don't always do what you tell them to do matter of fact I would say most people don't always do everything you tell them to do why I don't know but they just don't so you can't offer a refund on this there is no money back guarantees they're buying knowledge from you and whether they use that knowledge or don't use that knowledge they still acquire the knowledge from you you've given up the knowledge and you're due that money there are no refunds I want to thank you for listening to this video don't forget I've got a $97 Ecommerce course you can get absolutely free down in the description you click the link and learn no credit card required it's simple and easy now if you haven't watched part one you kind of go back to part one and watch part one you want to watch both parts of this series super important that you do that don't forget to subscribe don't forget ring the bell turn on all notifications become part of the Fisher family the VIP group that gets notified every single time I do one of these videos don't forget that I really appreciate you watching if you've got questions about this I know this is a little bit more complicated these two videos are but if you've got questions about specific clients about what you're doing put it in the comments below I'll be happy to help you out thank you so much for watching and I'll see you in the next video one of these videos there keep watching on my channel