How to Package, Price, and Sell Custom Consulting Engagements

One of the most important skills to have as a consultant is your ability to sell custom engagements.

While productizing your services is a path you may eventually take, selling customized services makes it more likely your productized services will actually sell! They are pre-validated.

Selling custom before productizing allows you to get clear on:

1. Customer segments—who actually buys what from you?
2. Problems—what are the real challenges you’re solving and how do prospects describe them?
3. Goals—what are your prospects trying to accomplish and why?
4. Features—what needs to be included to get results and what do people value most?
5. Timelines—how long should your engagements be to get results?
6. Value—how much value do you actually help generate for clients?
7. Price—how much should you charge for your engagements?
8. Objections—what common objections do I need to overcome?
9. Questions—what questions do people ask when considering my services?

This workshop covers things like:

1. The counter-intuitive ways to get prospects to reach out to you
2. How to uncover the real problem, the value of solving it, and the costs of inaction
3. How to create compelling options that are profitable for everyone
4. How to make a business case for your prices
5. How to dramatically increase your proposal acceptance rates
6. What to do when clients want to negotiate with you on price
7. When to turn your custom services into productized services
8. My experience with what clients value most in a proposal (and what they don’t)
9. Bonus: The proposal template I use today to successfully sell my consulting services

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The price for this workshop recording is $79.

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