Mike Griffiths

Mike Griffiths Contact information, map and directions, contact form, opening hours, services, ratings, photos, videos and announcements from Mike Griffiths, Business consultant, CS House, 20 Martineau Drive, London.

We help experienced professionals transform their consulting business from having uncertainty & unreliability to building a sustainable super-profitable, & scalable business.

To influence clients, you need to think like a psychologist. Sales are not just lost from conversations that lacked comp...
17/11/2021

To influence clients, you need to think like a psychologist. Sales are not just lost from conversations that lacked compelling content or a selling process but from the friction created between the client and consultant because of style.

Click this link to know more about the key ingredients to connect with your client.
https://www.linkedin.com/pulse/5-key-ingredients-connect-your-client-mike-griffiths

When we talk to clients about how and why they buy consulting, one of the key things they tell us is that they want a th...
10/11/2021

When we talk to clients about how and why they buy consulting, one of the key things they tell us is that they want a thinking partner, someone who can diagnose issues and offer relevant and compelling advice. They expect someone to already be thinking about their situation before the first meeting, to ask thought provoking questions and create insights. The type of insight you want to aim for is like an epiphany - "a moment of sudden and great revelation and realisation”.

Read more on guiding your client through a 5 phase personal journey: https://www.linkedin.com/pulse/consultant-your-clients-journey-starts-epiphany-mike-griffiths

All of us have been ripped off. Last year an investment advisor promised me that if I invested in his firm, he would be ...
05/11/2021

All of us have been ripped off. Last year an investment advisor promised me that if I invested in his firm, he would be with me, “Every step of the way”. I believed his pitch and after the sale, I never heard from him. We have a right to be sceptical about sales professionals. And consultants sometimes cultivate a similar reaction. We started researching what clients looked for in consultants in 1997 and strikingly, the key characteristics have not changed for over 20 years.

Click the link to know more about why you should stop selling if you want to sell: https://www.linkedin.com/pulse/consultant-you-want-sell-stop-selling-mike-griffiths

Virtual events/webinars/online courses were the main tools for lead generation, engagement, and conversion last year. Fo...
25/10/2021

Virtual events/webinars/online courses were the main tools for lead generation, engagement, and conversion last year. For next year, 52% of B2B marketers will increase investment for in-person events, 39% for hybrid events and even 33% for online events. However, we are still lagging behind online adoption trends in how to market consulting.

Click on this link to read more about which B2B content assets produce the best results: https://www.linkedin.com/pulse/which-b2b-content-assets-produce-best-results-mike-griffiths

Content marketing generates over 3 times as many leads as outbound marketing (Asset Digital Communications). But what ty...
22/10/2021

Content marketing generates over 3 times as many leads as outbound marketing (Asset Digital Communications). But what type of content?

Content in consulting typically has meant writing highly informative articles and blogs and slowly building up readership and credibility. But today’s executive consumption patterns are changing. Marketing in consulting has never been about broadcasting, it has been creating a dialogue and building trust.

But today people prefer video to read. Video is more captivating and has a less cognitive load. Video is vital to choosing a potential trusted advisor because it enables clients to:

1. Assess your gravitas and executive presence
2. Get a sense of what it would be like to talk to you. Clients want to know if you can engage at their level
3. Gauge how much they can trust you. Video simply creates a deeper connection than the written word
4. Help assess your congruence between what you say and how you say it
5. Get a sense of your passion and ability to empathise - two qualities that have been proven to distinguish top rainmakers from good trusted advisors.

So it is no surprise that 69% of B2B marketers prefer video for their content marketing investment in 2022.

Just in case you have been underestimating the power of video marketing, check this out!
21/10/2021

Just in case you have been underestimating the power of video marketing, check this out!

Most consultants including me struggle with developing a point of view. Those of us like me who are not professional wri...
20/10/2021

Most consultants including me struggle with developing a point of view. Those of us like me who are not professional writers often end up burying the most valuable idea inside alot of waffle. Over the years as I’ve coached clients I’ve realised that less is more. Your point of view is the most important part of your marketing and sales conversation and must stand out. To do this, it must be compelling, relevant and concise.

Having reviewed thousands of consultants' white papers and articles and test how well this land with prospective consulting buyers, we have identified that the most effective Point of View framework consists of 7 questions...

Click link to read full article:
https://www.linkedin.com/pulse/7-steps-help-you-build-compelling-point-view-mike-griffiths/

A lot of experts will tell you that when you start building your career, you need to “generate leads” or “master selling...
18/10/2021

A lot of experts will tell you that when you start building your career, you need to “generate leads” or “master selling”. This is all true. But none of that matters unless you have something relevant, compelling and original to say to your prospective client about what they most care about. It’s not enough to know your niche. It’s not enough to have a good introduction about you and your business. And it’s not enough to be able to talk about your track record and experience and what you’ve done. These are your entry tickets. You will need all of them at different points in your marketing and sales conversations but what will set you apart is the quality of your ideas, your ability to land them effectively and to enable results.

If you are serious about wanting to charge a premium, you must establish yourself as a pre-eminent thought leader. This means having a compelling point of view about the main issues that your clients face and having a vision for what’s possible for them in the industry.

What is a point of view? A point of view goes beyond your experience or general research on a hot topic. It should:

* Reveal a blind spot – Create opportunities to reveal an unseen or ignored success factor.
* Reframe the client’s perception – Introduce a new idea or way of thinking that can positively alter the existing way of being.

This is the heart of what it means to “have a voice”. You need to take time to articulate what you really think about the hot topics of the day so that you can speak with conviction. So take time to investigate other people’s ideas, notice what resonates with you and test and hone your own 30 to 60-second overviews. Clients tell us that it’s better to have a stand on an issue and speak with clarity and conviction on a topic and than to sound unclear and uncertain.

It’s fine to explain why so much uncertainty exists and why there are many valid options about an issue, but clients value your considered judgment, even if it is only about the first step or the main blindspot that stops executives from being effective.

Consider these questions:

1. What are the issues that most matter to your clients?
2. How can you develop points of view around these that intrigue, resonate and engage deeply with your audience?
3. What community conversations and thought exchanges are you involved in to test and hone your points of view?
4. What feedback can you get from friends and peers on how much you stand out as an authoritative and authentic consultant when you share your point of view?

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CS House, 20 Martineau Drive
London
TW11PZ

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