Solopreneur consultants must on our own create the conditions for a profitable business venture. Outreach to prospective clients is central to the process and receiving an invitation to discuss projects for which we might be hired is the goal. Networking can take place in many venues, but agreements are typically forged during face-to-face meetings.
Take steps to ensure that your meetings are perceived as worthwhile by those with whom you aspire to work.
In order to win an assignment contract, a consultant's initial agenda is to convince the prospect to take a meeting and that is best achieved by articulating the value of what you propose and communicating that it's reasonable to assume that you possess the skill set to deliver the desired results. A telephone call in which you propose a meeting is the simplest approach, unless you can arrange to "accidentally" encounter the prospect at some location and make an in-person appeal.
If you're able to schedule a meeting, use the talking points from the conversation to build the agenda. Meeting at the prospect's office is usually the preferred location, but it may also be a good idea to meet off-site for breakfast or lunch, thus freeing the prospect from distractions. Suggest the off-site option and discuss a time frame that is convenient for the prospect. Ask if the prospect has a favorite dining location.
Make a reservation, if necessary. Confirm with the prospect all arrangements 24-48 hours in advance. Arrive at the location 15 minutes early. If you're meeting in a "white tablecloth" restaurant, leave your credit card info with the host, and avoid the potentially awkward table-side payment process. If you've scheduled a morning meeting in the prospect's office, you might want to arrive with a few breakfast pastries, since coffee and tea will most likely be available in the office.
Set a good tone by launching your meeting no more than 5 minutes after the official start-time. Move through the agenda items, talking points and questions about the proposed project you hope to be awarded. Take notes. Ask for the business.
Rather than offering you the assignment on the spot, the prospect may prefer to first discuss your proposal with other organization team leaders, or s/he may invite you to submit a written proposal.
Within 48 hours after the meeting, send to the prospect a thank you letter (on your company stationery) or email, in which you document any agreements and action items, along with the due dates.
Take steps to ensure that your meetings are perceived as worthwhile by those with whom you aspire to work.
In order to win an assignment contract, a consultant's initial agenda is to convince the prospect to take a meeting and that is best achieved by articulating the value of what you propose and communicating that it's reasonable to assume that you possess the skill set to deliver the desired results. A telephone call in which you propose a meeting is the simplest approach, unless you can arrange to "accidentally" encounter the prospect at some location and make an in-person appeal.
If you're able to schedule a meeting, use the talking points from the conversation to build the agenda. Meeting at the prospect's office is usually the preferred location, but it may also be a good idea to meet off-site for breakfast or lunch, thus freeing the prospect from distractions. Suggest the off-site option and discuss a time frame that is convenient for the prospect. Ask if the prospect has a favorite dining location.
Make a reservation, if necessary. Confirm with the prospect all arrangements 24-48 hours in advance. Arrive at the location 15 minutes early. If you're meeting in a "white tablecloth" restaurant, leave your credit card info with the host, and avoid the potentially awkward table-side payment process. If you've scheduled a morning meeting in the prospect's office, you might want to arrive with a few breakfast pastries, since coffee and tea will most likely be available in the office.
Set a good tone by launching your meeting no more than 5 minutes after the official start-time. Move through the agenda items, talking points and questions about the proposed project you hope to be awarded. Take notes. Ask for the business.
Rather than offering you the assignment on the spot, the prospect may prefer to first discuss your proposal with other organization team leaders, or s/he may invite you to submit a written proposal.
Within 48 hours after the meeting, send to the prospect a thank you letter (on your company stationery) or email, in which you document any agreements and action items, along with the due dates.
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