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The most often asked question
from most of my students who are starting the marketing consulting
businesses is “How do I get my first client?” This question
was the catalyst for this series of audio interviews between
Richard, myself, and existing HMA Consultants about how they got
their first clients. Each interview is a gem in itself with
the HMA Consultants relating their personal experiences with
prospects, their first client, and their plans for the future.
Each HMA Consultant comes from
a different background and had different reasons for becoming an HMA
Consultant. As such, you’ll hear the various ways they are
using the HMA System in their businesses. By listening to each
of these consultants, you may discover some new tactics to obtain
clients for your own Marketing Consulting business. Enjoy!
David Part One Audio
David is a seasoned sales
person and has done business consulting and development both online
and offline for small to medium sized companies. He has a lot
of experience in all facets of business consulting but was intrigued
by the philosophy of the HMA System.
By becoming an HMA Consultant and using the materials provided,
David has found that the HMA System gives him a “system” that weaves
all of his other sales, marketing, and consulting skills sets
together, maximizes his business, and make doing business easier and
more effectively. You’ll hear David tell us how he now
approaches prospects and closes deals. He also discusses
Pricing strategies for
his services Qualifying prospects How a whole career can
be made out of just one of many pieces of the HMA System How easy it is for
David now to approach new prospects
Pete Part One Audio
Peter was a student of Jay
Abraham and Chet Holmes for ten years. He owned and operated several
businesses before becoming semi-retired.
Peter studied all of the free
material about the HMA System and Marketing Consulting available on
my web site hardtofindseminars.com. After becoming quite
astute and well-versed with what he had learned, he actually got his
first client before
becoming an HMA Consultant and obtaining all of the tools that
Richard and I make available.
His first HMA client was a
long-time friend who owned three businesses. The business that
they wanted to focus on for growth was a light manufacturing
business. You’ll hear Peter talk about his current association
with the lighting business to find sales representatives in several
states.
Learn how Peter uses the USP
when he works with their sales representatives to help them to sell
the lighting products more effectively. Peter has found that
the HMA System gave him a template for his Marketing Consulting
business. He states using the Opportunity Analysis has been
very, very successful with prospects. Peter enjoys having a
systematized approach that the HMA System provides.
Also, listen as he talks with
Richard about the importance of looking for motivated prospects.
Dealing with people who are ready to make a change and grow their
businesses is the only way to operate.
Bill Part One Audio
Bill has been a consultant for
many years in the areas of accounting and business IT systems for
small to medium sized businesses. His specialty has been
mainframe and minicomputer applications. Unfortunately for
Bill, these types of systems are being phased out and are being
replaced with technology that Bill is not familiar with.
In trying to plan a new
direction for his career, Bill realized that, over the years, he had
developed a great amount of expertise in filling the needs of small
businesses in the way of marketing. Again, the systematized
approach of the HMA System was very appealing to Bill and prompted
him to become an HMA Consultant
Bill frequents a restaurant
where he has become friends with the owner. One day, he struck
up a conversation with them about growing their business.
Having recently bought the restaurant, they had already implemented
some small promotions that yielded a good amount of growth for the
restaurant. However, they wanted to grow it even more.
Bill suggested a couple of
ideas that would grow the business without increasing the cost of
their advertising. Bill tells us that, throughout his career,
the majority of his clients were referred by word of mouth.
Because of this, Bill has offered to do the first two projects for
the restaurant free of charge in hopes that he will get referrals
from the restaurant owner. He is currently in the first stages
of the USP and implementing the USP into the restaurant’s current
business processes. Check back soon for more first client stories on
Part Two. What are you waiting for? You have all of the tools you
need in the recording on this page to get your first client. I hope
to have your story here soon!
Matt Part One Audio
Matt is an accountant by trade
but has always had a passion for marketing. In fact, before he
became an HMA Consultant, he used the knowledge he’d gained from
studying the work of Jay Abraham, Dan Kennedy, and other marketing
gurus to help friends who owned businesses to grow their businesses.
Yet, he always felt that one
thing was missing – a way to put all of his knowledge together into
a systematized approach to Marketing Consulting. He had called
me for a consultation some time ago to learn more about the HMA
System and subsequently became an HMA Consultant after learned about
all of the resources made available to all HMA Consultants.
Another of Matt’s passions is
EcoNatural foods and diet supplements. He had become very
familiar with the owner of a company that he had been purchasing
products from for many years. After studying the HMA System
materials, Matt felt that the HMA System had provided him a turnkey
system and all of the tools necessary to make a formal presentation
and to conduct an Opportunity Analysis with the owner of the
EcoNatural foods business.
Needless to say, the EcoNatural
food manufacturer became his first client. Matt says that it
was easy to close this client because he already had a relationship
with him from purchasing his products and having the same passion
for EcoNatural foods.
In fact, Matt’s advice to new
HMA Consultants is to study and learn the HMA System and its tools
and then to approach businesses that you are already familiar with
and have a relationship with. After working with these types
of clients, you will have the confidence that you need to step up
your own marketing efforts by approaching unfamiliar prospects.
In this interview, you will also learn about:
Potential problems in
proceeding with additional projects with current clients who are
too busy Making bartering
arrangements with clients who may not have enough money to hire
a Marketing Consultant Reducing your price per
project by obtaining good referrals from companies who cannot
afford your services …and more little gems
of advice!
Jez Hunt Part Two Audio
Jez has been a self-employed
graphic designer for the past eight years. He purchased the
HMA System about eight months ago but had not really focused on it
due to his other business. However, he did spent a lot of time
going through all of the materials made available to HMA Consultants
in an attempt to learn the system and be well-prepared to begin his
new Marketing Consulting business.
He met an accountant through a
networking meeting that he regularly attends. As the two
gentlemen became more familiar with one another, Jez found that the
accountant had referred Jez to the owner of an auto repair center
who wanted to grow his business. In fact, the auto repair
center’s owner was actually expecting Jez’s call! During the
call, Jez set up an appointment for the following week to do an
Opportunity Analysis.
You’ll hear how Jez planned for
the meeting and refreshed himself on the process of doing an
Opportunity Analysis. Jez found that it was very easy to take
his prospect through the Opportunity Analysis. Further, he
found in this and other Opportunity Analyses he has done since, that
using the Opportunity Analysis Worksheet appeared to impress his
prospects because he came across as being more professional because
he had a “system.”
During the Opportunity Analysis
with the auto repair shop owner, it became clear that the business
had several hidden assets. Taking the advice that he learned
from the HMA System materials, he closed all the way through the
presentation. It certainly paid off because his prospect was
very excited about the possibilities of growing his business
throughout the entire meeting.
And yes, he was able to close
the client! Instead of charging on a per-project basis, Jez
offered to perform his services on a retainer basis. Not only
does it appeal to Jez to have a regular cash flow, but the client
was happy that he didn’t have to come up with a large lump sum
payment.
Jez now has two clients and you
will hear him talk about his work with his second client to date.
This client, a design and printing shop, was also referred to him by
his friend, the accountant. In fact, all of his prospects have
been introduced by word of mouth.
Jez has done a few Opportunity
Analyses that Jez has done that did not result in a close.
Listen as Jez gives his thoughts about possible reasons that they he
was not able to close these prospects.
Jez talks about his plans for
the future of his Marketing Consulting business and how it is
important to work with prospects who are eager to grow their
businesses. Jez and his two current clients are, indeed,
partners in growing their businesses.
Lastly, Jez offers some advice
for new HMA Consultants
-
Watch and study the DVD’s
and/or listen to audios provided with the HMA System. -
Absorb yourself in what
Richard teaches and the advice that he gives -
Study the Opportunity
Analysis and practice it on friends and family to become
familiar and comfortable with the process -
Don’t become disheartened
if your Opportunity Analysis does not close every prospect. -
You must look at it as
getting practice and more experience. Besides, not
everyone is going to be a proper client for you anyway.
Being an HMA Marketing Consultant is fun – so enjoy it!
Simon R. Part Two Audio
Simon, a sixteen year old
student from New York, has to be one of the most enterprising young
people I’ve ever met. Although he is not an HMA Consultant
yet, he plans to be one very soon. What he’s done is study all
of the free material on the subject of Marketing Consulting
available on my web site,
www.hardtofindseminars.com
and, using the knowledge he’s gained, he’s gotten two clients for
whom he will be doing long term work as their Marketing Consultant.
Simon met his first client at
his synagogue. Each week, he would talk to the businessmen
there about how he was studying marketing. One of the
gentlemen he spoke to was intrigued by Simon’s tenacity and offered
Simon a job as a Marketing Consultant with his fence business.
Simon was up for the challenge. He figured that, even though
he was young, he should be able to use his knowledge just as well as
someone three times his age.
You’ll hear what Simon proposed
to the business owner and how he set up his pricing terms.
Listen as Simon tells the story of his initial ideas about growing
the business and how those ideas were rejected by the business
owner. Taking an alternative approach, Simon put together a
plan to quickly grow the business without his boss having to do a
thing. The plan was extremely successful and put lots of money
into his boss’s pocket. This tactic established Simon’s
credibility so that his boss felt more comfortable trying Simon’s
initial marketing ideas.
An avid reader of leadership
and marketing books, Simon was approached one day as he was leaving
the library with a teetering stack of books. He was noticed by
a curious businessman about the topics of the books Simon had
chosen. After a conversation with the businessman which
included Simon giving the gentleman some tips on Marketing, the
businessman offered Simon a job as the Marketing Consultant at his
lending business.
Finally, Simon gives his best
advice for fellow Marketing Consultants to get clients. He
states that you must be driven to succeed be willing to talk to
people. He suggests ways to talk to people that will create
opportunities for you as a Marketing Consultant.
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