[Advice] Networking, Word-Of-Mouth and Marketing You Can Afford

For the consultant the three most valuable forms of marketing are as follows:

  • Networking
  • Word-of-Mouth
  • and Referral.

Networking

Let’s break those three down from the most valuable form of marketing to the least valuable, because we approach them a little differently than many other consultants operating in this same space, no matter what the field.

Everything is networking, from the sales funnel conversations to any random email, we approach every opportunity to connect with somebody—client, customer, fan or follower—as a potential networking opportunity.

Does this mean that every contact will give us cash in exchange for services?

Absolutely not.

As a matter of fact, 95% of all of our networking never ends in a sale.

Disheartening? Maybe. But it’s our most valuable form of marketing, because the more people we get in front of the better the exposure we have and the stronger our story becomes.

Then there’s number two:

Word of mouth is possibly the least sexy way to make a sale.

After all, no film or television show ever popularizes the interaction where a person states that, “Oh yeah, Susan is a great person. You should work with her.”

But, word-of-mouth comes about because of a job well done, a client well satisfied, a blog post well written, a networking conversation well handled or an “I don’t know” honestly said.

You know. The really unsexy stuff that happens in between the cracks of the business.

Finally, referrals are great, but here at HSCT we don’t chase them as a primary marketing driver.

They are very hard to get and are based on trust, time and relationship.

They don’t come because of a blithe turn of phrase or a perspective well stated.

Referrals as a marketing tool are the furthest down the funnel, because they are the most expensive to buy and are the least easy to afford.

Networking is the most valuable form of marketing that a consultant has when building a business. Word of mouth can only come after networking and thus becomes the second most valuable form of marketing. Finally, referral is the least valuable form of marketing, not because it can’t be mastered, but because it tends to be promoted as the easiest one, and is really the one based on years and years of the other two.

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: http://www.twitter.com/Sorrells79
LinkedIn: http://www.linkedin.com/in/jesansorrells/

[Advice] ABC for the Consultant

If you’re a consultant, you’re going to want to know the difference between selling and marketing.
Always Be Closing

So, let’s be clear here at HSCT.

Selling for the consultant is what happens when the client calls you back, signs the check and you deposit it.

Marketing for the consultant is what happens at every step before and after those three moments.

Now, some will say that you are always closing, in the manner of Glengarry/Glen Ross, but we here at HSCT would argue that you as the consultant are always marketing.

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: www.twitter.com/Sorrells79
LinkedIn: www.linkedin.com/in/jesansorrells/

[Advice] Designing a System for the No-Name Consultant

To develop as a consultant, digital marketing and using the tools of online digital content development are the most critical tools in your toolbox.

The Consulting Grind

And, if you’re not connected to Booz Allen, McKinsey, or Boston Consulting Group, they you have only three tools in your box available to you, to grow your business:

  • Researching
  • Reading
  • Writing

These three tools serve as the cornerstone of all digital marketing efforts, and thus, as a budding consultant, with no name recognition, no building, no fancy cards and nothing but time, your best bet is to sit in front of the computer and grind it out.

Then, distribute your grind in a drip, by drip, by drip fashion throughout the social channels to which your audience flocks every day.

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: www.twitter.com/Sorrells79
LinkedIn: www.linkedin.com/in/jesansorrells/

[Advice] The Realities of Bootstrapping

Here’s what the eponymous “they” don’t tell the massive, faceless “you” about bootstrapping a project.

Jesan Job Hunting

The most stressful part of bootstrapping is that the creditors call all the time:

  • They call about the mortgage payment that’s late.
  • They call about the credit card bill you haven’t paid yet.
  • They call about the 10,000 other little bills that pile up in a life because you “needed” that thing, that one time.

Or your kids did.

Or your neighbor needed to see that you had it.

One of the most telling examples from a film that parallels a bootstrappers’ existence, was from The Company Men, starring Ben Affleck (yeah…we know) and a few other actors.

Ben plays a guy who got laid off from a nice cushy, corporate job, and won’t take a step down in lifestyle, so he keeps driving the luxury vehicle, even as his much clearer wife sells everything around him to make the mortgage payment.

And then, they sell the house and wind up sleeping in his parent’s basement.

That’s the reality of bootstrapping. Except with a lot more “I-Told-You-So’s” from your relatives in who’s basement you may be eating ramen.

There is a growing amount of attention being paid to entrepreneurs who commit suicide. Or die early. Or get divorced. Or have substance abuse problems.

Bootstrapping means that you get the creditor phone calls, but you also get:

  • The looks from your wife as you try to explain that spending money on this piece of equipment was worth missing a meal
  • The experience of deciding that your kids need to eat this month, and so liability insurance can wait another month—hopefully no one sues you and takes the house
  • The moment when you’re at a networking event and you’re eyeing the salad bar closer than you’re eyeing the potential client in front of you because you haven’t eaten today—and might not eat tomorrow.

And no one cares. Not your creditors. Not the bank. Not your kids. Not your parents. And we won’t even get into your own grinding self-doubt about your own level of responsibility for all of this.

This isn’t the stuff that makes it into the business books.

This is the face of bootstrapping.

And after you’ve started down the road to building a project, your pride, ego and a stubborn, bull headed belief in your project is the only thing that allows you to ignore the ringing phone, put the ear buds back in, and go back to grinding out another product

  • Or sales call
  • Or mini-project
  • Or marketing strategy

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: http://www.twitter.com/Sorrells79
LinkedIn: http://www.linkedin.com/in/jesansorrells/
HSCT’s website: http://www.hsconsultingandtraining.com

[Opinion] 3 Routes to Get on The Cover of Fast Company

In our entrepreneurial journey we have found that there are only three kinds of entrepreneurs:

  • Those that have money
  • Those that have no money
  • Those that have more guts than money.

If you are in the third category, and you self-identify as a member of a minority group in this country, and you don’t see anyone who looks like you gracing the covers of Fast Company or Inc., then you owe it to yourself to try building something that you own yourself.

Look, an entrepreneur is a person who sees and established model, builds a better model, hustles tirelessly to break the old model with the new model, and then, once the new model is built up, moves onto break another model.

In the high tech start-up world, this is cleverly called “disrupting.”

And if the “traditional” minority success model you’re breaking involves acting/singing/ dancing/sports or any of the “traditional” models to minority success, then breaking that model might be the greatest social entrepreneurship ever.

After all, we started (and we continue) with more guts than money.

-Peace Be With You All-

Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: jsorrells@hsconsultingandtraining.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: https://www.twitter.com/Sorrells79
LinkedIn:https://www.linkedin.com/in/jesansorrells/

Guest Blogger Heidi Eckerson: Massaging with the Enemy

And our guest blogger series for this month concludes with a contribution from Heidi Eckerson of Revolution Massage Therapy in Endicott, NY.
A graduate of the Finger Lakes School of Massage in Ithaca, Revolution owner and NYS Licensed Massage Therapist Heidi Eckerson trained in the science of the body and the art of massage.
Heidi is dedicated to collaborating with her clients to design massage sessions that promote their wellness in a safe, effective, holistic way.   To learn more about her practice visit Revolution Massage Therapy’s website Revolution Massage Therapy and follow her on Facebook.
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Some guy named Eddie emailed me about joining his group at the BU Health Fair.  “We’re reaching out to all the therapists there. Last year we set up a chair massage corral.”
Thanks, but no thanks.  I had my own booth, promoting my own  practice.  I wanted to stand out.
I arrived early at the Events Center to set up.
Then, one by one, they came. Lugging massage chairs and other gear. They moved tables, discussed the layout—even considered my space!  Handing me a brochure, Eddie introduced himself.  He was President and founder of AIM—Association of Independent Massage Therapists.
He rattled off their names: Lynne with her do-it-yourself face cradle covers.  Marilyn, insisting I visit the other vendors.  Charles my Shiatsu teacher.  Elena ushered clients into our chairs.  The next thing I knew, I was annexed by this group of massage therapists—not quite “join or die” but ….
There was another massage business there.  And they stood out with their flashy tablecloth, win-to-spin prize wheel, and bowl of candy.  But they lacked our energy.  People passed them by, lining up at our chair massage corral.
I am now secretary of AIM.  Members have their own practices, but pool resources to do bigger things: educate people on the benefits of massage; coordinate massage at community events.
We share experiences and advice.  My business, Revolution Massage Therapy, has grown because of collaboration with my competition.  We stand out by standing together.
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Standing out is what a leader does.
You can stand out as well…once you know your leadership style.
Sign up for the February 19th HSCT Seminar, Developing the Leader Within, held at Cornell Cooperative Extension of Broome County for only $89.99!
Follow the link herehttp://bit.ly/1dyaYji for more information and to register!
We would love to see you there!
-Peace Be With You All-
Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com

Know Your Role…

The traditional definition of being a “creative” is dead.

2001 Meets Planet of the Apes

Professionals and passionates in fields from nonprofit fundraising to sports celebrity, now describe themselves as being “creative.”
Being a “creative” has been co-opted by tech innovators and entrepreneurs.
The term has gradually transformed in meaning from defining those who toil at creating a sculpture, a painting, a drawing or a photograph to encompass anyone who is moderately skilled at being an outlier at what they are doing.
Marketers call themselves “creatives.” So do corporate executives.
Entertainers describe themselves as “creative” and even the RedBull Flutaug participants describe themselves as being a “creative” force for daring to do the impossible.
Well.
We might have made up that last part…
As a firm whose owner and founder has a background in the fine arts and who developed a former practice that involved design, color, line texture, emotional impact, subtlety and message, we wonder, here at Human Services Consulting and Training, how long will it take for everyone to describe themselves—and the work that they do—as “creative?”
We aren’t wondering to pick a fight or out of a pique, but instead are focused on a reality: In a world that is increasingly tolerant, supportive and mindful of the great impact of “the weird” (which is what being a “creative” used to be all about) where is the room for those who are in conflict with the “creative?”
What happens when the person who doesn’t view their role in an organization as being “creative” (but instead views it as being “just something I ‘do’ from 8-4 or 9-5 to pay my rent”) gets into a disagreement with those who view EVERY role as having the potential to be “creative?”
This is an expanded version of our article (link here) about who will hire the jerks and the bullies in a world where “the weird” is tolerable and the people who seek to limit or hold it back are socially (and sometimes legally) sanctioned.
How do you empower those who do not believe that their actions and lives have a drop of possibility of being “creative” in an organization, a society or a culture and give them the tools to describe themselves, their roles and their lives as “creative?”
-Peace Be With You All-
Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: hsconsultingandtraining@gmail.com

[Guest Blogger] Larry Wolverton: So you want to be an entrepreneur? Are you sure? Are you really sure?

The only place where success comes before work is in the dictionary.” – Vidal Sassoon
If what you are doing is not moving you towards your goals, then it’s moving you away from your goals.” – Brian Tracy
We here at Human Services Consulting and Training (HSCT) are committed to helping each one of our clients (and our potential future clients) to ethically attain peace in their lives through the real-world application of Christian ethical principles.
We are also committed to collaboration and collaborative learning from other professionals, not only in our field, but in fields that interest us and can provide us insight, such as the arts, engineering, medicine, and so on.
With that in mind, we are launching our Guest Blogger series.
For the remainder of April and May, as the leaves begin to pop out and spring visits our country, we will be featuring the thoughts, opinions and commentary of professionals in the field of mediation and conflict engagement.
We hope that these writings will inspire and engage YOU to ethically attain PEACE in YOUR life.
Our first guest blogger is Larry Wolverton, Change Maker & Chief Connector at Top Tier Liaison & Conflict Resolution Services in Arizona.
Connect with them through their website at http://www.toptierlcrservices.com/
Top Tier focuses on developing communication around change in businesses and organizations through the use of analyses, methodology and a multidisciplinary approach to communication between employees and management.
 Larry has multiple years of experience in education and with healthcare start-ups as well as international experience that he brings to the conflict engagement and communication table.

Today I am thinking about the “Entrepreneurial Spirit” and those traits that I feel make for a contented, happy, self-employed person. I will also explore what it means to be an entrepreneur, both in your own business or as a valued employee of another company.
Most people I have met had, at one time or another, “toyed” with the idea of starting their own business, so the idea is attractive for several reasons; potential unlimited income only constrained by our own efforts, freedom to make our own schedule, and doing things “our own way” are just a few advantages that we see successful entrepreneurs sharing with us in their highly visible life styles.
Not mentioned are the 60-100 or more hours per week required during the start-up phase (up to five years on average), or the stress of development of an idea for public consumption, the work required to create a clear business plan and company direction, and of course the ever high hurdle of financing a new business or business idea.
I would like to point out that to be a successful entrepreneur failure is a necessary ingredient in the mix of experiences required on the path to success. There is a very fine line between failure and success.
Learning how to manage failure and learn those lessons from “fantastic failure” is just one of those dues required to understand how to succeed in business.
I have paid those dues, however I feel the impact of those past failures has been tempered by lessons learned as an employee for others who paid to train me in production, operations, management, and other areas where transferrable skills are learned.
And for those with “great ideas”, there is the ever present negative feedback from those who “care about you.” Critical review of a new idea, product, or business plan is essential to remaining grounded. However the choice of who reviews these critical aspects of your business must be undertaken seriously so that a neutral, knowledgeable opinion is obtained.
I find the mindset shift from employee to owner/manager a natural one that also allows me to understand some of the business decisions my employer has made during my tenure at my “weekend” job, too.
So the question is more appropriate when we ask, “Do you want to be an entrepreneur, right now?” The desire to be self-employed is one that drives creativity and builds the traits necessary to actually be a business owner.
However, the learning process can and often is obtained by taking ownership of our current “day or weekend” jobs, and acting responsibly and creatively in performing above and beyond our employer’s expectations.
Today, right now, is the time to start building and demonstrating those traits that are commonly accepted as entrepreneurial and necessary to success.
Those traits include: humility, willingness to accept the need to change, a willingness to delegate and allow others to help grow the business, sharing the spotlight, listening to our industry experts and mentors, perseverance in face of “insurmountable” challenges, and a solid belief that what we are doing is right for us and our families, among many others.
And lastly, staying in the workforce and working for a company that demonstrates your personal values and goals, and that supports your efforts to be creative and a partner in growth, might be the best way to be an entrepreneur for you.
Not everyone has the luxury of taking the risks of starting their own business, and must forego that “dream” for the sake of their young family, or other reasons not highlighted here.
Taking that entrepreneurial spirit and applying it to your current job or seeking a new job more suited to your interests can be rewarding and just as fun and challenging without the stress.
Would I encourage you to go out into the world and build a business of your own? Yes, absolutely, but only if it is something you crave enough and have passion for that will drive you to follow through during challenging times.
Larry Wolverton,
Employee and Entrepreneur
Change Maker & Chief Connector
Top Tier Liaison &Conflict Resolution Services
Are you a business owner striving to bring the entrepreneurial traits of your employees out in their current jobs?
Top Tier Liaison & Conflict Resolution Services, will help you do just that through top tier, evolutionary communication.
Please see how here.

 -Peace Be With You All-Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: jsorrells@hsconsultingandtraining.com
Facebook: https://www.facebook.com/HSConsultingandTraining
Twitter: www.twitter.com/Sorrells79
LinkedIn: www.linkedin.com/in/jesansorrells/