A twitter friend of mine, @TheTylerHayes has just finished his website and new business service. I loved the concept. 

 

Tyler is a Techie, meaning he spends most of his time trying to get unintelligent people like me to truly grasp the power of the PC and how they can use it better. 

 

It would be a terrible market. There is a lot of competition and not much understanding of the value that people like Tyler deliver. 

 

His solution? Eliminate the friction. If they have to find a service provider, pick up the telephone, ask for permission to spend money, raise an order, and then finally get you to come out and help them. 

 

Not only that but a lot of the calls would normally be from impatient PC illiterate types, (again - like me) who did not have the patience to do all of these steps and just want to get advice over the phone - NOW! (And they probably cannot work out why they should have to pay for this either)

 

On his website Tyler has taken the approach of subscription services. A brilliant move. The friction now is "Why Tyler and not his competitors?" But that's it. Once he gets customers past that point then he can work them into one of his subscription plans and pow! No more friction.

 

When they want his help - they call him. That's it. When the year is up, the are rebilled, maybe automatically, and he has worked the costs so that they are credit card level and a very good exchange for the value he is offering. 

 

I think this is an excellent example of how consultants, any consultants, can leverage their time and reduce the friction from the sales process. (Have a look at his packages)

The less friction you have, the easier it is for people to buy. But friction can also be a reason to stop buying of course. Here are some practical tips you should be able to implement pretty rapidly.

 

1. Find out what their budget is and do not pitch higher than that.

 

2. Better yet, make sure you are talking to the person who can write a check for your services on the spot. 

 

3. Make sure that your timeliness, customer service and communications are all beyond reproach. These are the very common reasons for breaks in contact. 

 

4. Subscription models anywhere possible. (And they are possible almost anywhere)

 

5. If it can be broken down into easier digested chunks then do it.

 

6. Be contactable by telephone, email, web form and IM / Skype. And when they contact you - answer them.

 

7. If you can do anything at all like Amazon one-click purchasing then do so. Anything that reduces the amount of steps to be taken in order to buy from you is better.

 

8. Do not allow "No" to be an opion you present to them. Always give people a range of things that they can agree to, not something where they can cut your pitch out of the deal altogether.

9. And of course be risk-less. Your profile, track record, references, history and experience all need to be screaming credibility.

 

I will pick this theme up again on the blog over the next couple of days. Please feel free to send me any feedback on areas that need to be explored more. 

 

 

 

 

By the end of the first quarter of 2010 I will be introducing a new mentoring program for those of you who are interested. In keeping with my own principles on friction the charges will be affordable.

 

They will cost far less than the value of the program in any case...

 

My past mentoring programs, my experience swith my own consulting teams, and my work with my clients over the past twenty years has convinced me that I can help you to:

• Improve your career prospects
• Increase your revenues
• Increase your B2B sales performance
• Increase the effectiveness of your B2B marketing
• And increase your enjoyment of your commitment to the consulting profession. 

Right now I am pre-loading a Ning network with eBooks, downloads, Videos, Tools, short courses and work kits. I hope to launch by the end of the first quarter as I said. 

 

If you are interested please send me an email to darylm@consultingpulse.com and I will be happy to discuss with you further.

 

 

Thanks again,

 

  You can subscribe to this newsletter via the subscription box at the right at ConsultingPulse.com. All subscribers receive the 7 part series on Street Smart Consulting.