Authentic Influence

Do you want to learn how to charge more as a consultant? Watch this interview with Deborah Zahn of Craft of Consulting, where we’ll discuss: – Why did you start helping other consultants? – What is the most common mistake you see new consultants make when they first start? – How to bring in a steady, reliable pipeline of work. Topics discussed: 00:00 Introducing Deb Zahn 02:40 Why Deb started helping other consultants 06:15 The most common mistake new consultants make when they first start 09:27 Why your value is far more than your time 10:06 How to charge more as a consultant 12:00 How to determine market rates 15:05 How to test your pricing 17:30 Consulting for a firm? You should price as they do 18:50 Underpricing is often not about the price 21:00 Tips for handling sales objections 28:20 Why you shouldn’t state a price on the discovery call 31:00 Negotiate, don’t discount 32:00 How to bring in a steady, reliable pipeline of consulting work 39:00 How to keep a healthy and helpful mindset for your business