Episode Transcript
[00:00:01] Speaker A: Made in the UK for HR consultants worldwide. You're listening to the HR Marketing Guys Podcast.
[00:00:13] Speaker B: Hello, James here and welcome to this very special podcast episode as we're celebrating the launch of my flagship video program, how to package up and sell HR to make more money. And in this week's main event, you're going to hear the very first video of this program. Most consultants I know aren't making as much money as they should be. So I start this program with a loving wake up call. I then give you three reasons as to why HR is so difficult to package up and what you should be doing to stop trading your time, make more recurring revenue and free yourself from client delivery. And in this week's Thought of the Week, I tell you why I want you to join the recurring revenue revolution with me. So let's jump straight.
[00:00:52] Speaker A: In this week's main event, I'm going.
[00:00:57] Speaker B: To start this video program with a loving wake up call. You aren't making as much money as you could be. You're probably stuck sending your time. You're probably massively undercharging and over delivering. You're spending most of your time doing work that's beneath your experience level and you've trapped yourself inside of your consultancy delivering client work. This isn't what you wanted when you first started out. You started your consultancy because you wanted freedom. Freedom to do HR in the right way and actually make a difference. Freedom to work in the way you want to and freedom to live life exactly how you want to. But instead of creating a consultancy that provides you with this personal and financial freedom, you've created a prison of your own design and you've trapped yourself inside. This is down to how you've packaged up your services. How you package up and sell HR is the most important thing you can think about because the way you charge for your services determines your your business model, how you work with your clients, your delivery burden, operational efficiencies, your revenue, profitability, personal income, and ultimately your happiness. The way you package up and sell your service is your business. But we have a problem. HR is actually really difficult to package up and there's three main reasons why. Problem one, HR is really complex. It is the most difficult professional service to package up because there are just so many different levels of service that you provide. Problem two, creating great packages is really hard and there's so much theory to know. Revenue models, three tier pricing, buyer psychology, contracts. It really is its own specialist skill set that you need to master on top of everything else. Problem three, sales. Most of you absolutely hate the thought of selling. Business owners don't understand hr. They don't value it and it's not something you enjoy. And because of all of this, you find it easier to just sell your time. But this is where you're going wrong. It's time to change that. It's time to transform the way you sell hr. It's time to make more money and it's time to free yourself from your consultancy. And using all of my experience, I've created the best practice standard for how HR consultants should package up and sell HR to make more money. And in this video program, I'm going to show you exactly how to do it. I'm going to help you move away from just sending your time. I'm going to help you package your services up in the right way. I'm going to help you make lots of recurring revenue. I'm going to help you to get paid for what you actually deserve. I'm going to make it easier for you to market your consultancy and get new clients. And finally, I'm going to show you how you can free yourself from client delivery so that you can spend more time doing the things you love. And most importantly, everything in this video program has been created by, field tested by and approved by successful HR consultants. I can look you in the eye and say that this video program works. My clients are getting fast results, they're making more money, they're getting new clients and they're excited. Growing your business should be exciting and I can't wait to help you achieve the same success. So how am I going to help you transform the way you package up and sell hr? Let's look at where you're going wrong first. Most consultants I know say that they can help with anything, that they work in a completely bespoke way. They then try and sell this big chunk of HR and as many hours as they can. But for me, this is a really big sales killer. Business owners don't understand what they're buying. They don't understand what they actually need. It's hard to sell, it's hard to deliver. And for me, it's just completely the wrong approach. So, so what should you do instead? Well, within this video program, I'm going to guide you through these four steps. Step one, before you can package up hr, you need to find a way to organize the different levels of service that you provide. And that's why I've created a brand new framework called the HR Service Pyramid. I absolutely love this framework. You can use it in Lots of different ways and it will honestly transform the way you think about delivering HR from now on. So this is what the HR Service pyramid looks like and you need to think about your services through the eyes of a business owner. At the bottom you have admins, this is HR software and payroll. You then have advisory which is the day to day advice business owners need. You then have management which is the day to day operational stuff. You then have director which is the strategic stuff. And then you have your specialist services at the top. Step two, Package each level of the HR service pyramid up using the right pricing model. So there are four pricing models available to you. Passive, subscription, time based and one off. And your goal is to use all four revenue types to create a balanced business mod. You're probably missing a huge chunk of revenue though, and that's passive and subscription. And this type of recurring revenue is king. It is the most important revenue type that you can create for yourself as it provides you with scalable, saleable and stress free growth. And that's why in this video program we're going to focus on packaging up HR Admin and HR advisory to create your peace of mind subscription based package. Step three, Flip the HR Service pyramid and this becomes your funnel. So instead of going into a business and trying to jump straight into sending this big chunk of management director or specialist work, I want you to flip the pyramid and think of it as your funnel. Start off by selling initial services like HR software. It's easy to market, easy to sell, easy to buy and this will help you get your foot in the door. Step four, Value stack your services. So instead of selling this big chunk of hr, I want you to think about value stacking the different levels of the HR service pyramid on top of each other. Start off by setting HR Admin. You can then sell HR advisory on top. You can wrap them both up as your peace of mind subscription based package. Then sell a one time HR audit and this is your gateway and theirs to customize support on a time and project basis at management, director and specialist level. So let me summarize those four steps for you again. Step one, Use the HR Service pyramid to organize the different levels of services that you provide. Step two, Package admin and Advisory into your awesome subscription based peace of mind package. Step three, Flip the pyramid and it becomes your funnel. And step four, how do you stack your services on top of each other? So these are the steps you should take to package up and sell your services. And this is how I'm going to show you how to do It First I'm going to train you on the HR Service Pyramid. So I'm going to give you a list of every HR service organized via the different levels of the HR Service Pyramid. I'm going to show you all of the different ways you can use the HR Service Pyramid to grow your consultancy. And you're going to get your very own action sheets that you can organize the services you provide in the same way. Next, I'm going to help you package up the admin and advisory level of the HR Service Pyramid into an awesome peace of mind subscription based package. I'm going to tell you everything you need to create great packages. I'm going to tell you everything you need to know to manage your packages like terms, conditions, contracts, payments and invoices. I'm going to tell you everything you need to manage clients expectations so they know what's in and what's out of your packages. And most importantly, I'm going to give you templated packages that you can use to save you hours of thinking time. And finally I'm going to help you sell your new packages. And to do this we've created the best templated promotional deck for you which you can use in lots of different ways. You can use it to guide your discovery calls, you can use it to send as a proposal, and you can use it to improve every aspect of your marketing and sales. It covers everything a business owner needs to know to make the decision to work with you and get signed up. And this is honestly one of the best sales tools that I could ever give you.
[00:08:23] Speaker A: James, Thought of the week.
[00:08:29] Speaker B: 99.9% of consultants I know are only selling using their time and one off pricing models because they don't know how else to sell their services. You're great at selling your time, but by doing this you're missing out on a huge chunk of revenue which is passive and subscription based which I like to umbrella under the term of recurring revenue. So recurring revenue is king. It is the most important revenue you can create for yourself because it provides you with scalable, salable and stress free growth. And most importantly, it's not time bound. For this reason, creating this type of revenue should really be your first priority. And that's why in the world of independent HR consulting, I want to start a recurring revenue revolution. To grow your consultancy in this way, I want you to adopt a recurring revenue revolution mindset and I want you to focus on generating recurring revenue as your first priority.
[00:09:26] Speaker A: You've been listening to the HR Marketing Guys podcast helping you to get new clients and create a life you love.
