About Jay Niblick

The Option of Multiple Yeses

Always give the prospect multiple options. Not giving options usually means you just increased your chances of not getting their business. Know any stores that sell one thing and one thing only? Giving people options allows them to feel in control, which always increases the odds that they will buy. As you put your proposal together, give some thought to how you ... Continue Reading

Why Consultants Should Never Have to Sell

As an independent business consultant or coach, you’re tasked with not only doing what you’re already best at (coaching and consulting) but as a business owner you’re the CEO, CFO, CMO, maid service, trash disposal expert and… Head of the SALES department! The vast majority of consultant-coaches don’t possess the internal strengths needed to become a good ... Continue Reading

Consulting Proposals as Confirmation Not Negotiation

There's a huge misconception about the purpose of proposals for business consultants. Many business and management consultants mistakingly view them as a sales vehicle. If this is you, listen up. The mistake begins when the consultant receives an inquiry from a prospective client. They immediately send over a stock proposal that explains their consulting services, ... Continue Reading

The Fastest Way to Increase Consulting Profits

If you're still charging by the hour and are happy trading your time for money then skip this article. Best of luck to you. But if you understand that value-based fees are the single fastest way to exponentially increase your income without having to work longer hours, then read on. First, understand that value-based fees take you out of a task-oriented ... Continue Reading

The Myth of Strengths and Weaknesses

Our modern day school system would have us believe that if we're weak in a subject (Math, English etc.) that we should study longer, harder and smarter in order to make our weakness stronger. This can be a healthy thing for us early in life; we all need to spell, read, and count money to a minimum sustainable level. But why do we believe we need to develop a ... Continue Reading