Three Stages To Scaling Your Cloud Consulting Business

Accelerating Sales to Scale your Business

CTA Cloud Consultants Collective

After leaving corporate, Paul started a cloud business, scaled it and then sold it to a Google partner. And some years into his consulting business, he realized he could use all that experience to help that specific audience: Cloud Consultants.

In this episode, you will learn three stages to scaling your cloud consulting business, some lessons Paul learned the hard way and how he’s going to save you time and money by avoiding those some mistakes he made during that time.

 

1:04 – Stage 1. Say no.
1:16 – The end in mind.
3:46 – Business model.
4:11 – Accountability.
4:45 – Stage 2: Be sought.
4:58 – Ideal client
5:50 – Authority
7:00 – Sales funnel
9:28 – Stage 3. Let go.
9:44 – Recruitment
10:34 – Training
11:17 – Motivation
12:32 – Three key actions

 

CTA Request Transcription

 

Stage 1: Say no

1. The end in mind

You’ve probably heard the saying begin with the end in mind. There’s a great exercise to start figuring out the end in mind. It comes from Stephen Covey, author of a great book called a Highly Habits of Effective People, introducing this concept. All you need to do is draw a circle and cut it into five or seven pieces of pie, depending on how many roles you want to include. I have seven roles: husband, father, health, business, sport, finance, and being a mate, and I set a goal against each and a priority from 1 to 10. There are moments when business needs to be a priority, and others where you need to focus on your family. What’s important to understand is that we can’t have tens in all roles at the same time.

2. Business model

How do you plan to achieve those goals? Here is where the business model comes into practice. Work on your business model to deliver your goals. Check everything from recurring revenue, scalable revenue, your prices, and other things around your business model to get you to work smarter, not harder.

3. Accountability

It’s much better to go to a gym or a walk with an accountability partner. And business is no different. We’re always going to be tempted to get off tracks, especially in today’s digital world. It’s great to have someone there to keep you accountable. If you fall off track, they can get you back on track quickly.

 

Stage 2: Be sought

1. Ideal client

We scaled our business, sold it to a Google partner, and then I sort of went towards any coaching, consultant, mentoring, but it was too broad. And I was frustrated. So I got some coaching and mentoring from a guy called Taki Moore, who talks about the five ones: the one ideal client, the one service, the one conversion tool, the one traffic, and the one year. And that’s what I’m on now. I’m doubling down on cloud consultants, but what about you. Are you trying to do too many of those things rather than just having the five ones?

2. Authority

You tried to reach out to potential clients all the time. I know I used to send messages with a higher rejection rate, and it’s not my fun. What happened if it was the other way around and people came to you? The key thing that switched for me was when a guy called Alan Dib, a best‑selling author on Amazon of the One Page Marketing Plan, talked about a distinctive asset. So for me, I have the Accelerate Sales Podcast, my book, which is called Build Live Give, and my LinkedIn content. There are some distinctive assets that have my tone and voice, no one else has. And even if people are referred to you, they’re still looking for social proof these days, and they will research you online, so it’s great to have those assets.

3. Sales funnel

There are many different terms for this, but I think it’s a simple way of people going from like, know, and trust in you to becoming a client. For example, my sales funnel is pretty simple. There’s LinkedIn content, and there’s a podcast. Then it goes into a free slack group or community called Cloud Consultants Collective, and then I have an email sequence where I invite people to a call. Some of those calls turn into sales calls, and we end up converting clients.

CTA 1-on-1

 

Stage 3: Let go

1. Recruitment

– The catch for recruiting is always being recruiting. When you find a great person, find a role for them.
– Once you start the process, get them to do video interviews first before you even qualify them.
– Do a paid practical exercise because what people say and do can be different.
– Have a trial period.
– at interviews, ask questions to get specific answers around competencies.

2. Training

I think training is where you can influence people and give. And we use a great approach called I/We/You, where I would do it, we do it together, and then you would train. A great tip I got from James Schramko from Superfast Business.

3. Motivation

– Induction: Understand their work style, how they love to work, and what’s most important to them.
– Individual Development Plan: Once a month, or once a quarter for 30 minutes, talk about their career, and even if you’re a very small business, ask them what’s happening in their life because you don’t always get the chance to do that.
– Daily messages: What’s working well, what you need help on, and what’s your biggest win.
– End of every week video: I do a video specifically pointing out what someone on the team has done well, so the whole team gets to see that.

 

Three key actions from today

1. Self-assessment on the three to find where are the biggest opportunities for you.
2. If you want the ideal client template and the interview questions, email me at [email protected]
3. If you want more help to scale your business faster, go to my website www.paulhigginsmentoring.com and watch the video on the home page to learn how I help.

 

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CTA Cloud Consultants Collective