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How to sell ISO consulting services
Presenter: Dejan Kosutic
©2017 27001Academy www.advisera.com/27001academy
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©2017 27001Academy www.advisera.com/27001academy 3
How to perform sales and marketing as a small ISO consultant
If you’re starting your career as ISO consultant…
… one of the most important skills is how to sell your services
©2017 27001Academy www.advisera.com/27001academy 4
Consultants skilled in sales and marketing will be more
successful than those skilled in particular ISO standard
©2017 27001Academy www.advisera.com/27001academy
Agenda
5
• Defining the market niche
• Sales methods
• Types of Internet marketing
• Developing an elevator speech
• Setting the pricing policy
• Main concerns when doing a consulting job
©2017 27001Academy www.advisera.com/27001academy
Defining the market niche
6
Su texto
Su texto
Su texto Previous experience
Market niche
Specialized service
Sales and marketing
©2017 27001Academy www.advisera.com/27001academy
Sales methods
7
• Using contacts from previous positions
• Direct sales (telephone, face-to-face)
• Speaking at conferences
• Writing expert articles for journals
• Delivering courses
• Partnerships
©2017 27001Academy www.advisera.com/27001academy
Types of Internet marketing
8
• Publishing the blog
• Commenting on other popular blogs
• Social media – LinkedIn, Facebook, Twitter
• Participate in discussion groups
• E-mail campaigns
• Paid ads (Google, LinkedIn, Facebook…) • Webinars
• Writing a book
©2017 27001Academy www.advisera.com/27001academy
Developing an elevator speech
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• Short speech you should use to convince potential customer to buy your services
• Not more than 45 seconds
• Use a vivid example!
©2017 27001Academy www.advisera.com/27001academy
Setting the pricing policy
10
• Lowest bidder is not going to get the most of the business!
• Do not decrease the prices, increase the quality / amount of services
• New market niches = higher prices
• Mature markets = lower prices
• Price per man/day or per job
©2017 27001Academy www.advisera.com/27001academy
Main concerns when doing a consulting job
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• Will customer top management keep his involvement during all implementation project
• How to determine the value of my service/pricing
• Define the scope of the consultancy correctly
• To be relatively sure that the output of my effort will survive the cert audit
• Getting the customer to see the importance of ISO 9001
©2017 27001Academy www.advisera.com/27001academy
Conclusions
12
First couple of months of being a consultant are the toughest
Make sure you are very persistent in your sales and marketing (and
that you have enough cash) to survive
©2017 27001Academy www.advisera.com/27001academy
Q & A
Dejan Kosutic
©2017 27001Academy www.advisera.com/27001academy
http://advisera.com/27001academy/webinars
Thank you!