https://digitalinfluence.com.au/before-you-start-a-consulting-business/ Download the 5 Projects Workbook and register for the Workshop https://highvaluesales.com/5-projects/ Before you start your consulting business, or before you launch a new product or service, it's critical that we first validate our idea, that we make sure that we know who we're going to sell something to, what we're going to sell them, and that we're going to be able to deliver that profitably and easily, and grow a worthwhile business. If we can't achieve it, there's no point in going and building websites and sales funnels and all that online marketing work if you can't actually make a sale at the end of it. You want to validate the business model before you go and build the marketing for it. Now there's three steps to validating a business model and launching a product to market. The first thing is to validate your market. That is, is there a market to sell this to? There's no point trying to sell something to a market that doesn't exist, and there's no point trying to build a product for a market that doesn't exist, or a market that doesn't want to buy with what you're trying to sell them. Next you need to validate your message. You need to have a message that people are responding to, and they're saying, "Yes, I want that thing. Tell me more." If they aren't responding to that, then you'll never go to the next step, which is the product. Once people are saying, "Yes, I want it. I'm willing to buy," then you need to have a product that you can deliver that gets the results that will build a sustainable business and make your clients happy. We need to validate all of these before we go and build out the five projects. Otherwise, it could be in vain or taking us in the wrong direction. The cost of not doing this is that you actually go down the wrong path and you spend a year, or two years, or more, barking up the wrong tree, trying to do something that people don't want. The cost of that can be literally millions of dollars. That's the difference between coming up with an awesome idea that the market loves and can't get enough of, and you have to quickly bring on more team in order to build a valuable business, versus one where you're trying to sell something that no one is interested in, or they don't want or don't need, or that doesn't work. Let's have a look specifically at how we do this when we're building a high-value professional services business. Read more at: https://digitalinfluence.com.au/before-you-start-a-consulting-business/ Download the 5 Projects Workbook and register for the Workshop https://highvaluesales.com/5-projects/

1. How to Get Clients Online with Dallas McMillan
BEFORE YOU START A CONSULTING BUSINESS CHECK THESE 3 THINGS
HTTPS://DIGITALINFLUENCE.COM.AU/BEFORE-­YOU-­START-­A-­CONSULTING-­
BUSINESS/
https://highvaluesales.com/5-projects/
Video URL:
https://www.youtube.com/watch?v=31nhovA9wn0
See more High Ticket Sales Funnels
http://howtogetclientsonline.com/

2. 5 Projects to Boost Your Sales Page 2 of 5
Hi,
it's
Dallas
McMillan
here.
Today
I
want
to
talk
to
you
about
validating
your
business
model.
In
the
five
projects
we've
built
out
five
fundamental
marketing
projects
that
you
need
to
take
your
online
coaching,
consulting
or
professional
services
business
to
six
or
seven
figures.
Before
we
do
that,
it's
critical
that
we
first
validate
our
idea,
that
we
make
sure
that
we
know
who
we're
going
to
sell
something
to,
what
we're
going
to
sell
them,
and
that
we're
going
to
be
able
to
deliver
that
profitably
and
easily,
and
grow
a
worthwhile
business.
If
we
can't
achieve
it,
there's
no
point
in
going
and
building
websites
and
sales
funnels
and
all
that
online
marketing
work
if
you
can't
actually
make
a
sale
at
the
end
of
it.
You
want
to
validate
the
business
model
before
you
go
and
build
the
marketing
for
it.
Now
there's
three
steps
to
validating
a
business
model
and
launching
a
product
to
market.
The
first
thing
is
to
validate
your
market.
That
is,
is
there
a
market
to
sell
this
to?
There's
no
point
trying
to
sell
something
to
a
market
that
doesn't
exist,
and
there's
no
point
trying
to
build
a
product
for
a
market
that
doesn't
exist,
or
a
market
that
doesn't
want
to
buy
with
what
you're
trying
to
sell
them.
Next
you
need
to
validate
your
message.
You
need
to
have
a
message
that
people
are
responding
to,
and
they're
saying,
"Yes,
I
want
that
thing.
Tell
me
more."
If
they
aren't
responding
to
that,
then
you'll
never
go
to
the
next
step,
which
is
the
product.
Once
people
are
saying,
"Yes,
I
want
it.
I'm
willing
to
buy,"
then
you
need
to
have
a
product
that
you
can
deliver
that
gets
the
results
that
will
build
a
sustainable
business
and
make
your
clients
happy.
We
need
to
validate
all
of
these
before
we
go
and
build
out
the
five
projects.
Otherwise,
it
could
be
in
vain
or
taking
us
in
the
wrong
direction.
The
cost
of
not
doing
this
is
that
you
actually
go
down
the
wrong
path
and
you
spend
a
year,
or
two
years,
or
more,
barking
up
the
wrong
tree,
trying
to
do
something
that
people
don't
want.
The
cost
of
that
can
be
literally
millions
of
dollars.
That's
the
difference
between
coming
up
with
an
awesome
idea
that
the
market
loves
and
can't
get
enough
of,
and
you
have
to
quickly
bring
on
more
team
in
order
to
build
a
valuable
business,
versus
one
where
you're
trying
to
sell
something
that
no
one
is
interested
in,
or
they
don't
want
or
don't
need,
or
that
doesn't
work.
Let's
have
a
look
specifically
at
how
we
do
this
when
we're
building
a
high-­‐value
professional
services
business.
First
of
all,
we
need
high-­‐value
buyers
or
high-­‐value
clients,
people
who
are
prepared
to
pay
us
...
my
general
benchmark
is
that
you
want
$5,000
upward
for
any
sort
of
one
on
one
consulting
or
coaching
services
where
you're
delivering
specialist,
expert
outcomes
that
no
one
else
can
provide.
You
should
be
doing
that.
If
you're
not
doing
that,
you're
in
a
commodity
race,
and
it's
a
race
to
the
bottom.
Make
sure
you've
got
something
that's
unique
and
valuable,
and
that
you
can
find
people
who
are
willing
to
buy
it.
Then,
when
we
find
these
people
we're
going
to
present
them
with
a
high-­‐value
offer.
We're
going
to
say,
"Hey,
I
can
help
you
solve
that
problem
you've
got,"
or
"I
can
help
you
get
that
outcome
that
you
want,
and
here's
my
offer
for
you.
I
will
do
this
for
you.
I
will
get
you
from
A
to
B,
and
I
will
charge
you
this
much."
That's
the
offer.
The
offer
is
the
deal.
It's
the
result
that
they're
going
to
get
by
working
with
you.
Then,
if
they
buy,
if
they
say,
"Yes,
I'm
interested,"
then
you've
got
to
actually
deliver
the
product
and
deliver
the
outcome.
The
product
is
the
way
you've
packaged
your
services
or
other
resources
in
a
way
that
will
deliver
the
result
that
you
promised
in
the
offer.
The
buyer
is
the
person
with
the
problem
that
needs
solving.
The
offer
is
the
promise
of
solving
that
problem
in
exchange
for
a
fee.
That's
the
deal.
The
product
is
the
mechanism
for
delivering
the
result.

3. 5 Projects to Boost Your Sales Page 3 of 5
Let's
take
a
bit
of
a
closer
look
at
how
we
validate.
The
first
thing
is
we
need
to
find
high-­‐value
clients.
I
said
earlier
that
this
step
is
market
validation.
It's
important
to
remember
that
a
market
is
where
buyers
and
sellers
come
together.
That
is
to
say,
you
need
to
be
able
to
access
these
buyers
in
a
group.
Unless
have
got
buyers
and
sellers
in
a
group,
you
don't
really
have
a
market.
Your
high-­‐value
client
needs
to
be
a
type
of
person
that
you
can
predictably
find.
For
example,
that
could
be
something
like
engineering
firms
with
10
employees
or
more,
and
a
revenue
of
$2
million
a
year
or
more.
That
might
be
your
market.
You
can
know
that
type
of
client,
but
unless
you
can
find
a
way
to
access
them
in
a
group,
such
as
a
trade
convention,
or
perhaps
they're
all
in
a
LinkedIn
group,
or
a
Facebook
group,
or
you
can
target
them
with
an
advertising
channel,
then
you
don't
really
have
a
market
that
you
can
build
a
business
on.
If
you're
only
finding
these
clients
accidentally,
you
can't
grow
a
business.
Just
be
really
clear
you
need
a
predictable
way
to
find
these
people.
Then
secondly,
you
need
to
test
your
offer.
You
need
to
present
to
them
as
a
group
or
present
to
them
one
on
one
and
say,
"I've
got
this
thing.
I
can
help
you
solve
this
problem
or
to
get
this
result.
Would
you
be
interested
in
learning
more?"
This
might
be
running
an
ad.
It
might
be
posting
a
message
in
a
LinkedIn
or
Facebook
group.
It
might
be
sending
emails
to
a
list
of
people
you've
already
done
business
with
who
are
in
this
market,
or
it
might
be
putting
up
a
stand
at
a
trade
show.
It's
some
way
of
testing
your
offer
and
saying,
"Are
you
interested
in
this
thing?
If
you
are,
come
and
talk
to
me.
Then
when
you
talk
to
me,
say,
"Well
this
is
the
offer.
Here's
the
product.
Here's
what
it's
going
to
do
for
you.
Here's
what
it's
going
to
cost
you.
If
you're
interested
in
moving
ahead
we
can."
The
offer
is
offering
them
to
get
the
result
and
to
use
your
product
for
a
fee.
Then
finally,
your
product
needs
to
deliver
that
result.
We
need
to
test
out
this
product.
With
coaching
and
consulting,
your
product
is
your
expertise.
It's
your
services.
You
should
start
with
an
offer
that
you
know
will
work
that
you've
done
before.
We
generally
look
for
something
that
you've
done
for
three
clients
before
and
got
great
results.
You've
got
some
case
studies
and
you're
starting
to
develop
a
process
for
it
that
you're
going
to
more
quickly
be
able
to
turn
into
a
product.
It
needs
to
be
something
that's
highly
valuable.
In
terms
of
figures,
if
you
want
to
sell
something
for
$5,000,
you
basically
need
to
be
solving
a
$50,000
problem.
That's
something
that
people
will
be
happy
to
pay.
If
you
are
able
to
reduce
waste
or
to
help
people
overcome
a
personal
problem
that's
going
to
be
very
expensive,
or
whatever
the
result
is,
the
results
they
need
to
get
from
it
need
to
dramatically
outweigh
what
they're
going
to
spend
with
you.
It
needs
to
reliably.
Again,
we
need
to
test
before
we
build
anything.
Generally,
as
a
coach
or
consultant,
you
can
do
this
by
doing
a
one
on
one
programme
or
running
a
small
beta
group,
and
doing
a
test
run
with
a
small
group
coaching
programme,
sometimes
doing
something
like
a
challenge
where
people
come
in
for
a
week
and
try
a
mini
version
of
what
you're
trying
to
sell,
and
then
you
can
expand
from
there.
They're
all
great
ways
to
validate
the
core
idea
without
doing
the
full-­‐blown
version.
We
want
to
have
proven
that
these
high-­‐value
clients
are
prepared
to
take
up
our
high-­‐value
offer,
and
that
our
high-­‐value
product
can
deliver
the
result
that
will
make
them
happy
to
have
done
so.
Once
we've
done
that,
we
can
start
building
the
five
projects,
which
then
let
us
market
our
product
at
scale.
We
validate,
we
make
sure
it
works,
and
then
we
build
out
the
five
projects
so
that
we
can
scale
this
idea
up
and
deliver
to
many
people.

4. 5 Projects to Boost Your Sales Page 4 of 5
The
important
thing
is
to
plan
what
you're
going
to
do
before
you
actually
build
all
the
marketing.
Because
it
can
take
you
months
or
years
to
get
all
this
marketing
running
perfectly.
If
the
market,
the
offer,
or
the
product
are
wrong,
then
it's
going
to
cost
you
money,
but
more
than
anything
it's
the
opportunity
cost.
Let's
take
a
closer
look.
Step
one:
Find
high-­‐value
clients.
It's
a
group
of
people
with
a
specific
problem.
Step
two:
Test
your
offer.
The
offer
is
that
you'll
solve
a
problem
and
give
them
a
specific
outcome.
You
need
to
be
having
conversations
with
these
people
and
saying,
"Hey,
have
you
got
this
problem?
Is
that
a
big
problem?
Is
that
something
you'd
like
to
fix
now?
Is
that
something
you're
willing
to
invest
in?
Look,
here's
what
I
can
do
for
you.
Here's
my
offer.
I've
got
a
system.
I've
got
a
process.
I've
got
a
product
that
will
fix
that
problem.
It's
going
to
take
this
long.
It's
going
to
cost
you
this
much.
If
you're
ready
to
move
ahead,
this
is
how
it
will
work."
Then
thirdly,
you
need
to
test
the
product.
At
first,
your
product
is
probably
going
to
look
like
just
a
normal
service
delivery,
but
over
time
you
want
to
refine
that
product,
to
standardise
it
into
a
productized
service,
or
an
online
product,
or
an
information
product,
something
that
you
can
deliver
in
a
much
more
leveraged
way
than
your
normal
services.
This
can
help
you
improve
the
reliability,
the
speed,
the
certainty,
the
efficiency,
and
the
user
experience
so
that
the
product
is
superior
to
the
service.
That
way,
even
though
it
costs
you
less
to
deliver,
you
can
actually
charge
more
for
it
because
the
experience
and
the
result
that
you're
delivering
is
equivalent
and
hopefully
superior.
Then
once
you've
validated,
once
you've
got
those
right,
then
you
can
build
out
the
five
projects.
Of
course
we'll
need
some
of
these
in
place
to
do
that
testing.
You've
probably
already
got
them.
You've
probably
already
got
some
sort
of
website.
You've
probably
got
some
existing
customers
you
can
talk
to
and
markets
that
you
can
access,
whether
it's
on
social
media
or
going
to
a
trade
show.
Basically,
the
trick
to
this
is
actually
getting
in
front
of
live
customers
with
heartbeats
and
credit
cards,
and
making
that
offer
before
you
build
the
thing.
If
you
can
do
that
and
if
you're
too
scared
to
do
that,
then
you're
crazy
to
build
the
five
projects.
When
I
coach
clients,
when
you
do
my
programmes,
that's
part
of
what
we
do,
is
that
we
validate
before
we
build.
Or
we
build
the
minimum
viable
version
of
it.
We
have
the
basic
website,
our
best
guess
at
what
we
think
they
need.
We
have
a
system
for
getting
conversations
with
clients.
We
set
up
our
LinkedIn
profile.
We
use
LinkedIn
a
lot
for
this
so
that
we
look
right
on
the
page
when
they
check
us
out.
Then
we
have
a
sales
presentation
which
is
a
sales
conversation
at
first.
Then
we
have
the
product.
We
have
the
product
documented
to
some
degree.
That's
just
representing
what
you're
planning
to
do,
what
you've
done
before
in
your
business.
Over
time,
you're
increasingly
standardising
and
streamlining
it
to
make
it
more
productized
and
less
like
a
bespoke,
boutique
service.
I
hope
that
helps
you
get
clear
about
what
you
need
to
do
before
you
start
building
out
your
five
projects.
Now,
if
this
interests
you
and
you
haven't
yet
got
the
five
projects
guide,
then
go
to
highvaluesales.com/5-­‐projects.
You
can
download
the
workbook
where
I
take
you
through
the
five
projects.
Also,
there
is
a
free
online
workshop
which
shows
you
how
to
implement
the
five
projects
in
your
business.
I
hope
this
has
given
you
some
clarity
about
what
you
need
to
get
in
place
before
you
build
the
five
projects.
As
I
said,
if
you
would
like
help
implementing
the
five
projects
in
your
business
and
getting
this

5. 5 Projects to Boost Your Sales Page 5 of 5
guidance
before
you
start
building
your
marketing
for
2017,
I'd
like
to
invite
you
to
have
a
chat
with
me
about
how
to
implement
this
type
of
marketing
in
your
business,
how
to
make
it
happen
quickly,
how
to
make
sure
you've
got
your
message,
your
market,
and
your
product
right
before
you
go
and
spend
ages
marketing.
Remember,
the
big
expense
here,
the
big
risk,
the
big
cost
is
that
you
spend
six
or
12
months
of
your
life
pursuing
a
dead
end
rather
than
pursuing
the
right
thing,
which
could
bring
you
in
hundreds
of
thousands,
or
millions
of
dollars
in
revenue.
That
opportunity
cost
of
making
a
bad
decision
is
critical.
Investing
this
time
upfront,
getting
really
clear
about
your
market,
your
message,
and
the
product
before
you
start
building
a
website,
before
you
try
to
learn
how
to
use
marketing
technology,
before
you
build
a
sales
funnel,
it's
just
critical.
It's
a
mistake
that
almost
every
aspiring
entrepreneur
makes,
is
to
try
to
build
the
thing
before
they
know
someone
will
buy
it.
If
you
want
help,
if
you
want
to
be
certain
that
you're
going
down
the
right
path,
and
save
yourself
months
or
years
of
your
life,
and
tens
of
thousands
or
hundreds
of
thousands
of
dollars
in
wasted
money
and
missed
income,
then
book
a
call
with
me,
highvaluesales.com/apply.
Remember,
if
you
haven't
already
downloaded
the
five
projects
workbook
and
attended
the
webinar,
then
you
should
do
that
first:
highvaluesales.com/5-­‐projects.
If
you
haven't
seen
it
already,
you're
going
to
really
love
it.
It
will
change
how
you
think
about
marketing.
It
really
is
a
must-­‐watch
if
you're
planning
to
build
a
success
coaching
or
consulting
business
in
2017.
Thanks.
I'm
Dallas
McMillan
from
Influential.
Great
talking
to
you.
I'll
see
you
on
the
webinar
or
on
a
strategy
call.
https://highvaluesales.com/5-projects/
Video URL:
https://www.youtube.com/watch?v=31nhovA9wn0
See more High Ticket Sales Funnels
http://howtogetclientsonline.com/
https://digitalinfluence.com.au/before-­‐you-­‐start-­‐a-­‐consulting-­‐business/