Stop Reinventing The Wheel: Build A Sequential Consulting Offer Stack For 5X Growth
As consultants, we often default to taking random projects that come our way or crafting custom proposals in an ad-hoc fashion each time.
Though this can be profitable early on, eventually the lack of consistency kills our ability to grow. We trade our time for money instead of leveraging systems.
Without standardised offer stacks, each new conversation feels like starting from scratch. No real onboarding programs or ways to upsell exist when everything varies based on one-off project work.
Ultimately this approach causes unpredictability in pipeline and revenue as well as stagnation or even burnout over the long-term.
The Solution: Aligned Offer Stacks Focused on Conversion
The way to break out of piecemeal trap is implementing integrated offer stacks focused on conversion at each stage. This allows continual advancement towards a sale by designing persuasive stage gates.
Essentially, you choreograph compelling offers that progress qualified prospects from:
Discovery Call → Half-Day Consult → Irresistible Front-End Offer → Recurring Consulting Program
But the key is optimizing conversion momentum. Not just random services, but those proven to convert within each systematized process phase.
When structured intentionally, sudden big leaps forward happen through predefined criteria rather than second guessing everything. Just focus on gradual escalation sales-wise through conversion-centric design.
Discovery Call Stage Gate
The discovery call acts as the entry point for new conversations and a standardised process for determining fit.
Instead of starting from scratch on each new exploratory meeting, create a consistent structure including:
Core qualifying criteria
Key diagnostics and metrics
Packaged next-step offer option
This could be a proposal or half-day consult. Establish what needs be true for both parties to progress. Qualify them systematically at this call phase before investing more time.
Half-Day Consult Stage Gate
The half-day consult offer then showcases your expertise and solutions mapping capabilities in a highly credible, professional setting with the client’s full attention.
However, don’t stop there – many consultants discover real issues then underserve by not having a packaged solution ready to propose.
That’s why building irresistible front-end offers as the next stage gate works so well...
Irresistible Front-End Offer
Front-end offers represent your conversion acceleration secret weapon.
These pilot services hit a client pain point with speed by focusing quickly on one critical priority uncovered from previous conversations.
Some examples for compelling front-end offers:
Staff Churn Reduction Sprint
Lead Generation Landslide
Growth Engine Mapping
Quick Wins Cash Influx
The services can vary but the concepts remain of rapid implementation and demonstrable returns creating huge value quickly.
This “big win” builds confidence and trust while priming interest for more. But first showcase what you delivered...
Presentation of Findings
The presentation of findings meeting works to recap the pilot engagement and cement next steps.
You summarize key recommendations, results achieved, and the journey ahead – essentially “proving” what you promised to accomplish.
The art comes through narrating the path forward to the client instead of stopping suddenly. This maintains authority presence and shapes their next buying decisions.
Making Money From Prospects That Say No
Of course, not everyone says yes. That is to be expected. What stuns me is few, if any consulting companies (except my clients) build in a way to generate revenue from people that say no to the 'core' consulting offer.
Examples include:
Internal Team Training
Implementation Plan For The Internal Team To Roll Out
Internal Rollout Support And Coaching
Price these sustainably but accessibly to keep revenue flowing and relationships strong if they don’t continue to full advisory.
Recurring Consulting Program
The recurring advisory retainer targets clients that fully embrace your methodology and problem solving approach.
This represents your core “in the trenches” service promising ongoing transformation in a key business area through regular checkpoints and accountability.
Differentiate by guaranteeing ROI not just deliverables. And emphasise the partnership mindset. Again, focus is converting at this final gate through trust built from previous engagements.
In the video I show how this can be standardised in any business. Regardless of how unique your consulting offer or clients are.
The Power of Predefined Criteria
Ultimately this works because establishing standardized offer stacks with predefined advancement criteria frees you from constant one-off proposals and chasing deals.
Stages naturally escalate authority and investment while mitigating trust barriers through packaged accessibility options.
Implementation Steps
If you’re ready to break out of the piecemeal project trap, here is how to begin:
Map your current client journey from first conversation to sale. Identify what already works well at each interaction point.
Strengthen your discovery call process by establishing qualifying criteria and next-step offers like a half-day consult for advanced diagnostics.
Craft your irresistible front-end offer addressing a priority problem area uncovered from previous conversations.
Embed presentations of findings to recap a pilot sprint or front end offer - value before proposing additional optimisations.
Develop additional revenue streams for clients hitting pause that allow you to create vital cashflow from a 'dead asset.
Offer recurring advisory retainers for high-alignment prospects seeking ongoing transformation.
Does this fully aligned methodology resonate as what’s been missing from your consulting sales process?
Let me know in the comments...
And of course - if you want me to take a look at your offer stack you can reach out to me on Linkedin with a message and we can talk. I may just offer to run a half day consult with you.
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Just wanted to say this was another really great post. Wish you'd post more often :-)