Consultant Marketing Capitalizing Now

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”He roller coaster
He got early warning
He got muddy water
He one Mojo filter
He say one and one and one is three
Got to be good looking
‘Cause he’s so hard to see
Come together right now
Over me”

I awoke to those Beatle Lyrics on a rinse and repeat cycle between my ears.

I let it thrash on for a while and then tried to logic it.

The best I could do was assume it was about where Consultant Marketing was headed as a result of this damn virus.

He roller coaster

That must be a reference to the way most Consultants market their services. You know that clicking sound as the roller coaster is lugged up to the top of the first hill…Market, Market, Market. Then you tip over the top…Do the work, Do the work, Do the work.

That’s when you begin to think about finding a better way, a way to have business in the pipeline.

He got early warning

Wouldn’t that be loverly! Knowing, in advance where the work might be coming from and what it might entail is the dream of every independent professional. All of us yearn for that full-tilt referral-based practice that somehow gives us visibility of what is in store for us next week and next month. That would be nice to have but how do we get it?

He got muddy water

It was tough enough before but now with this Coronavirus lockdown we don’t even know when we can see someone in person. Audio and video conferencing just isn’t the same. Senses are blunted. Body language is not as easy to see and interpret. I almost believe that pheromones have some sort of role in the traditional face-to-face! The roiled surface caused by social distancing keeps us from getting information with any depth.

He one mojo filter

  • We must capitalize on the hesitance of the competition. Me, I hired a Virtual Assistant.
  • We gotta put what we have to better use. I’ve had Office 365 since a client recommended it. I’d never used the Teams capability in it. Now, my VA who is resident in the Philippines and I share files, chat, phone and video as if we were just cubicles apart. It took just 10 minutes to set up.

  • We have to start substituting. We find apps we didn’t know existed before. And we link them into our operational software. We do video testimonials using Zoom or Teams to record and Camtasia to edit. We get the job done by adapting our methods to meet familiar objectives.

He say one and one and one is three

It does all add up if you take advantage of both intuition and logic. That ain’t easy. You have to work at it. The elite consultants I work with have that skill. They find the fundamental differences that lie behind the figures. They explore form and fit and focus to determine how your business can find hidden profit. They listen to what you say and what you do to reveal better ways. Often the solutions they find are to problems that may not have surfaced for you.

Got to be good looking ‘cause he’s so hard to see.

In a way that is what my mission is all about. Consultants must have a brand that is not widely known but is fascinating to the prospects that need their help. You have 3 seconds in person or online to get to Memorable, 10 seconds to get to Trust. That ability to be both logical and intuitive at once is what will make you Unforgettable. Doing your job well will not make you visible to the general public. But do it often enough and well enough to generate a lasting legacy within that group of people and organizations that need your help and you will become Legendary.

My job is to help you craft unique trust-based marketing strategies to connect, become Memorable, deliver in an Unforgettable way and develop the mindset to become Legendary as you build a business, a brand and a life of joy.

Come together right now, over me

What that all comes down to is that within a week we will send out invitations to participate in: The 17th Annual Consultant Marketing Survey.

We will ask you to tell us how you marketed your practice last year, what you’re doing now and how you anticipate going forward after we stop sheltering in place. We will, of course, send participants the report before we release it elsewhere.

And so it goes

Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for crafting on and off-line Trust-based Consultant Marketing that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing From Nobody to Somebody

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Normally I don’t sell from the stage when I speak. At least not for the last 15 years.

I just about always collect contact data to begin a relationship.

I always  take  the time to visit with anyone interested in learning more.

A salute to product.

As a result of a consulting contract an event manager has asked me to speak at three of his events later this year. He specifically wants me to sell 30-Second Marketing TM from the stage because it supports and adds to the planned experience of the program.

You missed one thing

My report said that overall the 2-day event had been well done and provided some unexpected presenters and subjects. “But,” I said, “You missed one thing. The people that attend these entrepreneurial events come in two varieties:

  • Men and women completely new to start-ups
  • Experienced entrepreneurs trying to avoid further failures

Both of those groups need one thing that they generally don’t get in on-line or in-person events.”

They need a brand but no one tells them how to build one.

I said, “Your program talked about all the social media needed to get to a mass market brand. It was excellent in that regard but provided no solid method to develop the words that would set an individual apart. Brands are built one contact at a time. One gem of a contact plus another and another until you have a string of them. Like a string of pearls. You have to be memorable to one person before you can be remembered in the same way by a crowd.

From Nobody to Somebody

Three seconds is all you’ve got to go from Nobody to Somebody. That’s true in person or on line. How you answer the question, “What do you do?” will make you stand out from the crowd or continue in oblivion.

A Memorable Hook is just the beginning

You can get to Trust, build a brand and generate referrals in 10 seconds if you have the right words.

The right words

You think through the conversation before it happens so you can find the right words.

You don’t have to come up with something on the fly.

You can truly connect with people by using the right words.

  • The right words… Can make you memorable in a heartbeat.
  • The right words…can generate trust as you introduce yourself
  • The right words…allow people to sort themselves into prospect or referral sources
  • The right words…can establish a brand in the time it takes to speak them

Moving from Vision to Product

Most entrepreneurs have the ability to have others connect with their vision. They start with family and friends and expand to other funding resources but then comes the time to sell their product or service in order to be successful and they are stymied.

They have to stop selling the vision and start selling the product or service. Then they have to expand that market or get faster repeat.

The right words make the difference.

The formula is all about the words. It always includes a Hook, a Hold, a Pitch and a Close.

The Hook changes your generic title to something Memorable in the vernacular that inextricably includes your name.

The Hold must be presented in the prospect’s words with full understanding of their fears, ambitions, concerns and perceived risks.

The Pitch must be definitive in how your process or ability or approach delivers that is not available elsewhere while giving them an easy way to explain it to someone else they believe it will fit.

The Close is more about taking an order when they are ready to buy than selling. Yes, give them concrete examples of what you’ve done for others. Talk about outcomes you’ve delivered.

Then there is the guarantee.

If you operate in the English Language and fully participate in an in person or on-line 30-Second MarketingTM Workshop and can’t develop words that work based on your fellow student’s viewpoint, I will give you three hours of my personal assistance, If, after that your fellow students still say it is a lost cause you get your money back. No ifs, ands or buts.

And so it goes

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Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing and Brand development advice that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing Brand Building

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Andy asked me to sit in on his Brand Marketing Summit over the weekend in Los Angeles.

As one participant summed it up:

“This was a successful young guy translating traditional branding for Millenials.”

I can verify that.

I was one of the “Mad Men” working in advertising in New York in the 1960s when branding first surfaced in the national lexicon. Trout and Reis would later coin the phrase Positioning that came at it from a different direction. They wrote several books on the subject.

No matter what you call it, the masters of advertising in that halcyon era preached the gospel of differentiation to make companies, products and services stand out from the crowd.

Everything new is old again

No, I didn’t mistype that. Here’s the model presented in the workshop.

Although the process from discovery to sale is presented here in the form of a funnel it harks back to all the theories of how mass advertising works developed before there was Daarpa’s darling daughter, the Internet.

Those were simpler times

Back then the big kahuna of awareness was TV. Everybody wanted to be number one in the consumer mass market. You could buy TV time on networks (there were only three!) or locally. So, Tony the Tiger told kids about Frosted Flakes on the network kid shows while Jack’s Autobody told adults who to call about that fender bender.

There were business magazines and consumer magazines, not to mention Radio and Direct Mail and Outdoor.

Attraction, in the day, came to be called preference. What that meant was that of the brands available you, the customer, liked one better than another.

Brands we knew incorporated Appreciation, Respect, Credibility and Certainty in Awareness and Preference. Throughout the heartland of the USA whole towns were dominated by Chevy or Ford. You would be considered a traitor if you bought the other brand. Coke was the champ. Pepsi was the challenger. That Mean Joe Greene commercial for Coke ran in 1979.

That was the way it was for about thirty years (1960 to 1990). The funny thing is we’re being told that mass market awareness is the key to sales success in today’s world. Unfortunately, most of us can’t afford a local TV commercial much less enough network spots to begin to build awareness.

Not to worry, the internet proponents say.

The internet is under 30. Social media are teenagers.

The world wide web did not exist until 1992. Google, founded in 1998, might be considered a very young adult. Facebook, YouTube and Twitter are all teenagers. Yet, social media is being promoted as the new way to achieve mass market awareness.

Notoriety can be achieved but individuals pay more in time and personal space than many are willing to give up. You can generate mass market awareness. Here’s what it takes:

  1. Have a memorable “hook,” a way that people can put your name and a relevant word picture of you in their mind when you introduce yourself in person, in print and on-line.
  2. Use their words to speak to their problems. Forget those fifty cent words you want to use to impress. Speak simply in the words they use to talk about why they need help. Their words are appreciated because you show respect when you use them.
  3. Use your client’s experiences to tell them what you can do. Your credibility goes up when someone else speaks for you. Concrete examples of the outcomes you and a client have achieved will move a prospect one step closer to engaging you.
  4. Stick to your value proposition. One. Do not try to shift your approach for each audience and individual. Consistency is what builds trust. Be honest, direct and tell the story the same way every time.
  5. Be in as many places as you can particularly the ones that your clients may also frequent. Mass market awareness should always begin with the places you might find an ideal client and go on from there.

The attention span of a goldfish.

Microsoft apparently did the research to verify that the human attention span these days without additional stimuli is that long (8 seconds).

There are additional studies that tell us that you have just 3 seconds to get remembered when you meet someone in person, in print or on-line. Just 3 seconds.

To begin a relationship that might end in a sale you need the right words.

The right words is why 30-Second Marketing TM works.

You think through the conversation before it happens so you can find the right words.

You don’t have to come up with something on the fly.

Connect

You can truly connect with people by using the right words.

The right words… Can make you memorable in a heartbeat.

The right words…can generate trust as you introduce yourself

The right words…allow people to sort themselves into prospect or referral sources

The right words…can establish a brand in the time it takes to speak them

Find your right words.

View this video: https://vimeo.com/393362328/97e414e6a6

Then call me.


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Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing and Brand development advice that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing Baggage

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In an hour or so I’m headed for the airport.

Packed this morning.

The usual. Essential electronic components in a computer sized wheeled carry-on and a small, good for up to three days, carry on case.

Packing is a matter of minutes for me these days. There is a mental checklist firmly in place right down to managing the pharmacy that comes along with age.

That checklist thing got me to thinking.

All of us have baggage.

There are two kinds:

  • The layers of detritus that we squirrel away in our homes and offices
  • The layers of mental mothballing we engage in

Each connects with the other in ways that must be put under a microscope to even begin to fathom. Some of it is good. Some bad. Part is positive mirrored by negative. Every element clings to us. Each is a small component of our experiences both in physical and psychic space.

No two of us is alike.

Your baggage is different from mine and from everyone else’s. Sure, there are similarities. The physical stuff tends to be analyzed on a community level. The stuff in our heads is, to me, more intriguing. And, it may be more malleable than we think.

There is no operating manual.

As much as we hear about brain studies and research on what goes on when a stimuli impinges on one of our senses there is still no definitive repeatable system for controlling what we take in, store and carry around with us. It is not like the physical bags we lug aboard an aircraft. We can’t change them at will. In fact, it takes a great deal of commitment to make a change, any change. We don’t need research to tell us how difficult stopping patterns of behavior can be. Dieting ain’t easy. Starting an exercise regimen is difficult. Giving up addictions requires help.

Problem solving help

People claim to want this. And, that is why Consultants, Coaches, Head Doctors and Healers of all kinds can make a living. That is their job. Each of us knows, deep down that at some point we need help either because we have no experience with the problem to be solved or we’ve come up against a bit of our own baggage that is blocking our way forward.

Regardless of the reason we tend to spin up like a kid’s whirligig if the concern is allowed to get hold of our ego.Therein lies the dilemma. We need to allow ourselves to accept assistance but we want to believe we can handle just about anything on our own. Or we listen to that little voice that whispers in our ear that we’re just not good enough to do anything. And sometimes we do both at the same time!

On your own.

You might be surprised at how far you can go on your own. Yes, this is advice from a consultant but you have to execute and you have to judge the results and you have to do it alone. Here are some things that have proven to work for me, my clients and coaches I know

Challenge your assumptions. You may not even know you are making them. When you are having an interior monologue about a problem or concern you are addressing, watch for comments like:

“that won’t work because…”

There’s no evidence that…”

“I don’t have enough time to implement an approach like that since…”

Consider the opposite For example, most people think about brand as some mystical identity that only a big budget and a lot of time can generate. What if you thought of it as something accomplished one individual at a time. Would that change how you think about becoming memorable, trusted and branded? Would it give you a reason to go a step further and become unforgettable.

Add some baggage. I know that sounds counterintuitive but often our baggage is just the empty bags that we have assembled over time. So open your mind. Read from sources that provide proofs. Look at research. Talk to people that have been there, done that and maybe originated the T-shirt. In other words get some experience vicariously.

Success is changing thought patterns

A consultant can’t be considered successful unless and until they manage to change the thought and behavior patterns of clients. That is what changes outcomes. That is what gets expected results. That is the way to become Unforgettable.

But it is not enough to make you Legendary. That takes another level of commitment, skill and desire. You must find a way to help the client learn to think differently. Your mission is to bring out the talent hidden in every entrepreneur, every business founder and every successful business owner that wants to take their company, staff, clients and themselves up a notch.Your mission whether or not you choose to accept it.

And so it goes.

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Jerry Fletcher is a master of consultant marketing, a sought-after International Speaker, and a  beBee ambassador.

His consulting practice, founded in 1990, is known for crafting unique trust-based marketing strategies that build businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing It’s Not the App

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I’ve been doing testimonial videos for a client this week.

I’m not a video production expert. My equipment is rudimentary. I use Camtasia to edit. But the quality is sufficient for web sites and the candor I can evoke in the interviewee comes across powerfully because it is not puffery.

My interest is in what they have to say.

The questions I ask are about the concerns they had before and after engaging with the coaches and consultants I work with. I delve into their feelings before, during and after the engagement. I query for concrete results and outcomes.

Their actions speak louder than their words.

One thing comes through in all the interviews I’ve done over the last couple of years. Every single successful entrepreneur, CEO, President and corporate officer turned their phones off for the taping without being asked to do so.

I asked why.

The answer was that they did not want to be interrupted and that the phone simply being on could impede their concentration. Simply being on.

Their success speaks volumes.

These are men and women who recognize the focus a coach or consultant can help bring to their operations. They understand that clarity is the key to taking their organization up a notch and that human interactions are the fundamental driver of business success. 

They are not tied to technology other that to use it as a tool.

They are not addicted to their cell phones.  

They turn them off in order to concentrate.

Several of them noted that they have kept older, land line phone service so that an assistant can handle calls. They tell very few people their direct line.

Rapport generates honesty

Asking questions about both the emotional and literal results of working with someone tends to build rapport between the questioner and the respondent. Often that allows me to get honest answers to infrequently asked questions.

Ever ask someone why they are successful?

It started out as conversation to maintain the rapport while I broke down the video equipment, reclaimed the lapel mike and bundled everything into an old Case Logic video transport that I’ve converted for making sure I have all the gear in one place

Now it has become a standard operating procedure. These days I ask it in many ways:

  • Is there some reason you believe your business is successful?
  • What one thing do you think is why your company is doing well?
  • Does technology make you successful or something else?

Technology is just a tool

Founders of small companies, owners and managers of mid-size companies, C-suite officers both product and service companies agree. Technology is not the reason they are successful. Using it when a competitor doesn’t sometimes gives you an edge. But, by the time it is affordable for smaller companies, the idea of disrupting an industry or even competition in a geographic area just isn’t going to happen. That is their assessment, not mine.

“You do well when you do it good”

He wasn’t the kind of CEO that is dressed for success. His jacket was casually thrown over a side chair. He did the video interview in shirt sleeves with his tie askew saying, “Anybody who knows me wouldn’t believe me if I got all gussied up, and folks like me wouldn’t either.” 

When I asked why he thought his company was doing well he said, “This business is not rocket science. We’re distributors. We take orders on the phone and now online and we transport the product to your location. In this kind of business you do well when you do it good. There are two other companies that can handle your business around here. We have a reputation for doing what we say we are going to do. Been that way since I was drivin’ the only truck we had. Everybody that works here from the gal on the front desk to the mechanics that keep our rigs runnin’ gets it. We tell our customers we’ll get them what they need when then need it.

We keep our promises.”

Out of the mouths of babes

She was a definitely not a slouch. My client had told me about her MBA and how she had climbed the ranks in the financial industry and figured out a specialty service she could start with limited capital. She looked every bit the successful entrepreneur as she finished a phone call and gestured to a seat across from her desk. She put down the phone, clipped an earring back on her ear and asked if seated at her desk was okay for the video.

In the interview she was completely candid noting that she was working on her management skills as her organization had gone from zero to 7 figures in a year and was at the point where she was going to have to start handing off both responsibility and authority.

I asked, “Why do you think you are so successful?” Her response surprised me:

“A few years ago I thought I had it all figured out. I was the top producer in my firm, on the management track with a rosy future. But then the firm was sold. I hadn’t seen it coming. I’d gotten complacent. So I decided that the only sure thing was something I controlled. I’d had an inkling about this service but not the guts to go for it. Even faced with an uncertain future I wasn’t sure. I asked my pre-teen daughter if she would be worried if I started a business.

My darling daughter said, Go for it Mom. Try it. You always tell me to never stop learning. Since I opened the doors I’ve followed her advice. I hired your client to help me with leadership skills. I got what I paid for. We use a lot of technology but that keeps changing and I have to make sure my people are willing to keep learning. Knowing more about the law and how to run the numbers to our client’s advantage is what keeps us ahead of the curve. They trust us to know it better… to never stop learning. That’s why we’re successful.

Success is a matter of trust.

Trust in your judgement.

Trust in your staff

Trust in your customers

And so it goes.

Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing strategies that build businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing in the Beginning

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I was interviewed on a Podcast last night.

I had approached the interviewer because of a post she had put in a group I’d been asked to join on Facebook. Usually I don’t engage on that platform but there she was, right up front when I clicked a link to the group.

We had chatted briefly on the phone, set a date for the interview and she said she would send me all the particulars.

When she called a little after dinner she was concerned that I had not responded to her e-mail.

I immediately searched my e-mail files and found zip, nada, nothing. She did the same and discovered that it was in her draft folder and had not been sent!

She asked if I could talk now to record her blog.

I said, “Certainly.”

She clarified a few points and then proceeded with the introduction.

Our connection is an event promoter who is launching a nationwide tour in March. I’ll be one of two keynoters in San Diego in November. He wanted me to keynote in multiple cities in the west but I no longer get a kick out of being in an all-day event, flying at night to the next city and doing it all again the next day. So I passed on Phoenix and Las Vegas.

Then I was asked to introduce myself.

Here’s what I said:

“My name is Jerry Fletcher, I’m a master of consultant marketing. You know how everybody tells you that you have to have to be memorable but nobody tells you how to do it? Well what I do is help consultants, coaches and entrepreneurs craft a unique trust-based marketing strategy to build a business, a brand and a life of joy.”

Memorable? She asked

“You have three seconds to use words face-to-face or on-line to get someone’s attention. Three seconds to say something or register or a strong headline to get through the armor we all have on our minds to open the way to further conversation. In the next ten seconds you must give them a reason to want to talk to you.

A commercial is not going to get it. People would rather have a conversation than listen to a commercial.”

Nobody is legendary right out of the box.

What you say in that first three seconds must give them a way to recall you. It should include your name and a memorable hook. That is the beginning of what I call 30-Second Marketing TM. Over time you will move through a series of steps that bring you closer and closer to that client/customer. Here’s the progression:

Memorable

            Trusted

                        Branded

                                    Employed

                                                Unforgettable

And for a few elites: Legendary

For her, it is the beginning.

Her questions revealed that she is moving from a full-time job in healthcare to coaching. She is fired up. She has taken the training and is now certified but like all indpendent professionals, consultants, coaches and solopreneurs she is having difficulties figuring out how to market her services.

I explained that the marketing that works in the beginning is not the same as she will use as her business grows and will change yet again when she is established. Of course, I have the benefit of the consultant marketing research studies I’ve done over the last 16 years.

Companies are built one contact at a time.

One gem of a contact plus another and yet another until you have a string of them like a lustrous string of pearls. In time, with trust some become clients, some become referral sources and some become both. Networking will always be a part of the successful firm’s marketing strategy. It will diminish in relative importance over time but will always be there. Along with direct sales activities, no matter what the business entails it is what the new entrepreneur must count on in order to pay the bills.

Speaking puts more targets in your sights.

I didn’t discover this fact of life. L learned about it by interviewing a consultant that had authored a book. Because of her I signed up for a newly formed group that I helped become the local chapter of the National Speakers Association. I’ve been a professional member of the National and the Local since 1993

If you have a process or viewpoint that can help solve a problem for individuals you can take that same information and build it into a speech crafted with signature stories and incidents along with content that will change the lives of  those in the audience. In doing so you will generate memorability, trust and brand. You will bring a part of that audience to the point that they want to work with you. You will be able to close the deal to work with them. And, assuming you deliver as promised, you will make yourself unforgettable.

Walk away from the podium.

Get your first appearances in places like your local Rotary. You won’t get paid by them or other small local groups that would like to hear your message. That is okay. You will need the practice and to learn what people really want to hear.

Slowly but surely you will develop the skill to speak without notes and to roam a stage finding positions that will help you make your point. Later when you are pursuing an appearance at a larger organization you will be asked, “What is your fee?” It will happen and from that day on you will be a professional speaker. Just remember, “It’s not about you. It’s about them.” Make sure your audiences always leave with information they can put to work immediately and that you have a way to continue the relationship.

Between those who come up to speak with you when you finish and those that provide you with their contact information your business and your referrals will continue to grow.

And so it goes.

Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing strategies that build businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing Getting Ready to Get Ready

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I offered a free 3-Day Challenge.

Two thirds of the room signed up.

I figured it was a good way to build trust while working out some of the kinks in the first of a series of new experiential products with a small group.

What I learned.

I knew that most informational products sold okay but the purchasers didn’t implement the actions recommended. The research shows that 80% don’t even open the item after they have paid for it and downloaded it! And of the 20% who do open it up only a handful (20 to 25%) ever finish and implement!

In other words gamification techniques must be applied in order to get the purchasers to put the training to work.

Expectations versus reality

I wanted to be sure that this proven process got implemented. I carefully set things up so the perceived value was greater than the stated price ($197) the product included:

  1. A bonus video demonstrating the 30-Second Marketing self intro technique
  2. Module 1:
  3. An overview video for the course.
  4. A graphic roadmap of the course
  5. Trial Hook worksheets in writeable PDF form
  6. A zoom coaching call with all participants to share their work (and build community)
  7. Module 2:
  8. Hook’em worksheet with tips on resources to help craft creative breakthroughs
  9. Directions on how to come up with more memorable hooks
  10. A Higher recall worksheet (writeable PDF)
  11. Challenge Winners worksheet (with segment for recording the groups suggestions)
  12. A 30-Second Marketing Briefing
  13. A zoom coaching call to share their progress and provide feedback

 It worked but not as well as I had hoped. I was targeting 80% of those who signed up completing the course. Shifting the goal to actual use of the material being developed makes a difference. No longer is the measure of success a simple sales metric. Now it is a true measure…whether or not the purchaser got their money’s worth.

The numbers

The entire pitch was 3 minutes out of a 2-hour presentation. It was a small group, just 12. Eight of them signed up. Three completed the first worksheets. The same 3 showed up for the Zoom coaching calls. None of them completed the Module 2 worksheets. (1 did a day later)

BUT, all of them felt the product was worthwhile and all said they had learned a great deal about how to present themselves and their offering in a new way that they believed would pay off.

Mission Accomplished.

Along the way we helped one participant figure out how to expand his potential market and how to change up another’s presentation to get her unique difference across more quickly.

Shifting these individuals from doing a commercial to having a conversation was what I had set out to do. That got done. Will they be more memorable in the future? Probably.

An epiphany

One of the participants, after hearing the group agree with her friend’s suggestion about how to identify herself said,

Hmmmm… interesting.  Seems that would let me tailor what I say next based on whether I’m talking with an executive, business owner, manager or staff person.

That made it all worth while

The lesson for us all

I’ve been doing one-on-one consulting with consultants long enough to know that getting ready to get ready is a common failing. We all do it. We bite off more than we can chew. We sign up for a course, then get busy and figure, “well I can always come back to it.” We procrastinate.

There is a solution. As one of my clients puts it:

“Define the three things you believe will change your business for the better.

Pick one.

Do it.

Rinse and repeat.”

Stay tuned. More to come on putting more positive experience into the products it takes to build a business, a brand and a life of joy.

And so it goes.


Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing strategies that build businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing Not a Selfie

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Turn your phone around.

Point it at your client.

Successful consulting is all about them.

Get their viewpoint.

Speak to it.

Use graphics that touch them.

Tell their stories.

Stop selling and let them buy.

Successful consulting is about changing what they think, feel and believe.

They think they are customer focused. They want to be but how often do their decisions meet customer preferences? Do they ask customers before building a new product? Do they depend on “gut feel” more than research? Do they resist A-B split testing?

Your mission is to find clarity and convince them to adopt a strategic analysis process

They feel that they have an inside track on what works because they were successful in another industry. They are of the opinion that their success will translate no matter that the culture of a new company or the customers is different from what they have known. They seem, at times, to be saying, “don’t confuse me with facts, I know better.”

Your job is to acknowledge their feelings and gently guide them to look at more viewpoints, particularly those of customers or clients.

They believe that what worked before will work again. You hear the phrase, “it has always been that way.” Someone notes that, “The industry standard has been in place since before we went into business.” Or, the argument that is supposed to end the discussion, “We can’t be the first to do something different.”

Your task is to convince, persuade or cajole them into trying a new way and see what happens.

Successful consulting is not about what you say. It’s about what people hear.

There is a word for it: Value.

Select your words with care and stand firm on recommendations because often it is not what you say but how you say it. Too often we provide features and benefits and overlook the power of why we’ve built things that way. We don’t walk the path our customers or clients walk. We become so enthused with our solutions that we lose sight of what success will be like for the folks we are advising. Clients want to know that you are going to roll up your sleeves and get your hands dirty helping them. That’s why you select:

            Guide versus advise

            Craft instead of assemble

            Shape rather than manufacture

You will be judged by your words in the first three seconds on or off line. You need to make them count. Past that, the way you describe what you do, who you do it for and why your approach works in specific terms must be rendered quickly, surely and in a way that people can connect with. People will give you 30 seconds to do that.

A case in point: 30-Second Marketing has been one of the strategic marketing tools I have provided clients for longer than a decade. It has changed over time as elements were tested and improved. The modules in the training and the speech used to be: Hook ‘em, Hold ‘em, Pitch ‘em and Close ‘em.

Here is how they are identified in the new experience-based incarnation:

30-Second Marketing takes you from Memorable to Unforgettable.:

  • Module 1—Your Memorable Hook: 3 tools that simplify finding the words that will make you memorable, establish your brand and begin earning trust as you introduce yourself.
  • Module 2—Crafting the conversation to Hold ’em: Developing the statement hat will help listeners sort themselves into prospects or referral sources in seconds.
  • Module 3—Getting to Trust to Pitch ‘em: Explaining what you deliver in a way that immediately earns trust and provides a simple script for a referral.
  • Module 4—Compiling outcomes to Close ‘em: Gathering the concrete examples of results that demonstrate how effective your advice is for your clients.
  • Module 5—Becoming Unforgettable: Specific ways to use what you’ve learned as the strategic center of your business development (Networking on and off line, building a persona video, ceveloping your web site, speaking to build your business, clarifying all your marketing materials.)

The value here is in presenting each module in a way that allows the client/customer to assess it in their terms.

Your mission, should you choose to accept it, is to mull over what I’ve said here and how it impacts the way you communicate the value of your consultancy. Need to change? Build a plan. Stymied? Contact a professional. Still not sure? Try it out on a real client/customer. That’s the only way to be sure.

And so it goes.


Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing and Brand development advice that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Reinvention.

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Like it or not, if you are an independent professional you will, at some point, have to do it.

Times change.

Clients change.

Technology changes.

Your mission, should you choose to accept it is:

  • Adapt your approach and processes to today’s requirements
  • Find a way to get in sync with your kind of customers
  • Step up to the new technologies and learn how to use them.

I thought November and December were going to be quiet, just the regular client work, minimal new business meetings and just some seasonal cocktail dos. So I signed up for two on-line courses that help with that whole reinvention thing.

The best laid plans…

Two new clients, bless them, sent my laid-back, study at leisure, pipe dream up in smoke. I figured the year end change over would be cake walk. I got behind on the classwork. So I ensconced myself in the office over the holiday and did several ten hour days to get to the point where I’m only two days behind on each course.

An open mind.

I’ve learned a great deal because the coaching calls for the courses are recorded on video and available for viewing at your convenience. You can learn a lot by simply listening to other folk’s questions about how things work. One course has a Friday coaching call that deals with the technologies necessary to develop, sell and deliver products in person and on line. The nice thing is that technologies are reviewed from free to paid, cheap to expensive. The coach is straightforward about his preferences and gives his reasons why. 

Because I have had numerous clients in the technology sphere I am regularly assaulted in my inbox with pitches for new products and I’ve been known to try them out. That’s why I recommend products that originate around the world. This experience convinced me that I had made the right decision in going to Office 365 instead of opting for the free Google suite. Having to generate responses in Google docs and monitor activities in Facebook verified that neither is the best business approach.

It is really all about the experience

I’ve sold information products as a speaker since the 1990’s but had stopped when a combination of ill health and technology shift put that on hold for a couple years. So I dove into learning about how the dopamine injected addiction of gamification can assure that the expertise you offer for a business or personal problem gets put to use.

That is the big win in this shift. The research shows that by moving to an experiential model the number of people that actually use the advice offered, that complete the programs, goes from 1 to 5% up to 30 to 50% on average and as high as 70 to 90% in some cases!

Winning on the platform and after

Most people that step on to a stage and speak in public do it to because they firmly believe they have a message of value to deliver. Whether you are looking to get paid for the speech or to build your business by getting in front of prospects or simply intent on helping people you can learn to do it better.

I’ve been speaking professionally since 1993. The greatest compliment I’ve ever received was from someone that had gifted one of my double tape cassette tapes (before CDs and streaming). Her friend had overcome a fear of networking and was now building her business through membership in multiple chambers of commerce.

An involved audience

Zoom, an easy-to-use webinar/screen sharing/meeting software makes it possible to host workshops for up to hundreds of people to share your insights. No, it is never going to be the same as a face-to-face encounter in a room somewhere but for me it is a way to extend my offering and help people build a business, a brand and a life of joy by sticking with them for longer than that hour on stage.

Selling from the stage has never been my forte. Most meeting planners frown on it. I like to give full value so that the audience goes home with something the can put to work today. I’ve found a way to extend the relationship and take them deeper into the secrets I’ve discovered so more of them win and win bigger.

Free is a very good price.

These days I offer a FREE 3-Day Memorable Hook Challenge. (Regular Price: $197) It is a combination of short videos, worksheets and live coaching to go from Who? to Memorable spending no more than a few minutes a day for 3 days. Anyone that accepts the challenge learns three ways to figure out a trust-based hook that is unique to them. This is practical knowhow based on my experience in 1-on-1 consulting that has been tested, verified and well worth the price of admission.

Those that try the challenge are always the first told about new products, findings and ways to sync new technologies with new methods and new customer mindsets.

And so it goes.

Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing and Brand development advice that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com

Consultant Marketing Video Up!

I admit it.

I’m a techno laggard at times.

Yesterday I was telling my twenty-something trainer at the gym about the difficulty I was having finding the take and bake bread I liked at the supermarket. (It is always out when I can shop)

All she said was, “Have you tried looking for it on line?”

I had never thought of that. Searching for distribution of a product on the internet for me is like swatting flies with an elephant but I’m nothing if not game.

I clicked into Google when I got home and found the bread of my desire was available at five major outlets in my neck of the woods!

I texted her about my success (I’m slow to try tech but when forced…)

She texted back with an animated video emoji.

Startled, I responded with a text that expressed wonder and delight.

Technology morphs so fast we can get left behind and not know it. That’s not okay if you are in the consulting business. Video is the wave of the future.

Video e-mail is something I believe every consultant should be aware of. I’ve learned a little about it and had a chance to analyze over the last few months as I, once again, reinvent myself.

My conclusion: Video e-mail can be the single most important arrow in the consultant marketing quiver. Here’s why:

Connecting with suspects, prospects, clients, referral sources and anyone you want to build a trust-based relationship with is more intimate in video. Through video, people can:

Read your body language

Hear your tone of voice

Engage with all the layers of your message

Get a feeling of what it would be like to work with you

Understand you at both an emotional and logical level

Accurately assess your sincerity or conviction about your message 

Becoming memorable is easier to accomplish when I can see you and hear you and not just read your words. All of us are more genuine when we’re having a conversation not delivering a commercial. A study cited in the Harvard Business Review determined that “face-to-face requests were 34 times more likely to garner positive responses than emails.”

If a video e-mail only gets you half-way there it is worth it because the message you’re delivering isn’t just about your words. It’s also about all the wonderfully subtle ways we communicate as social creatures. 

  • Holding interest over time with video e-mail can generate more business, more quickly than all the referrals you’re waiting for. Video e-mail is how you can take that content filled funnel everyone says you need in today’s digital world that is taking forever to produce results and make something happen now. Target selectively. Use proactive personalized video e-mail and stack up a pile of new business possibilities just waiting to be cashed in. This is one of the secrets of getting on more stages if you speak to build your practice.
  • Powering up your pitch by making it more cogent. E-mail video forces you to cut to the chase, inject emotion and stop hiding behind the numbers, logic and slides. Yes, you can still present a value-based proposal in person. But imagine the difference in impact when you ask for the in-person meeting in a video e-mail quoting their perceived values and as taste of how you are going to deliver them.

Statistics tell us that we open 77% of work email and 59% of personal email.

Video e-mail can make yours stand out from the crowd show that you are authentic and get to trust more quickly.

  • Trust building follow-up is quickly and easily accomplished for everything. It brings the client into the equation in greater depth and builds on a personal conversation.

One of my Oregon clients uses a web consultant located in Toronto, Canada. Each time a change is made in the client’s web site the consultant sends a screen capture video of the work he has done commenting as the actual changes appear. The work is done faster and with fewer repeat requests.

Other follow-up possibilities:

  • A simple thank you (Gratitude for any positive action)
  • A referralor recommendation
  • Introductions
  • Apologies
  • Status reports

And so it goes

Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc.

His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing and Brand development advice that builds businesses, brands and lives of joy.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com