SUMMARY
“When you sell success to someone and deliver success to problems, your past customers never run out of problems.” – Tom Searcy.
Today, Michael Zipursky brings a guest who will unravel the Secret to Big Sales. In this episode, Tom Searcy, the Founder of Hunt Big Sales, discusses how consultants can hunt and win big clients with big budgets to grow their consulting business. Tom shares that the art and science of pricing his services allow him to charge full fees and have more freedom to navigate the industry. He emphasizes that he does not negotiate on price because the price is the price and will take away his margin. Instead, he negotiates on the scale. Find more value in this conversation with Tom Searcy and Michael Zipursky.
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How Consultants Win BIG Clients (With Big Budgets) With Tom Searcy: Podcast #288
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I am thrilled to have Tom Searcy joining us. Tom, welcome.
I’m glad to be here. It is good to see you again.
We have known each other for many years. It is funny how time flies. I don’t know if it has been a decade or a few years. I have no idea. It has been a while. I was almost going to say that you have known me since the time that I had hair, but that was already in the current state. I’m excited about our conversation.
For those of you who are reading, Tom and I somehow ended up wearing a similar blue shirt. We look like twins, brothers, or something in one form or another. For those of you that aren’t familiar with Tom, although many of you have been in The Consulting Success community for a period of time, you have probably heard me talk about Tom or reference some of his past books or work.
Tom is an author and speaker. He is the Founder of Hunt Big Sales. He is a recognized expert in large account sales. He has helped his clients to land more than $18 billion in new sales with 190 Fortune 500 companies. You have also written for places like Forbes, Inc, CBS MoneyWatch, and a whole bunch of others. I thought where we could start, Tom, is going back to 2005 when you started Hunt Big Sales. Why did you start Hunt Big Sales?
Like a lot of consultants, I was unemployable. I had already worked at a number of companies. I started and ran a number of companies. At that point, I did not want another boss. I was tired of making other people rich. I had found somebody I wanted to make rich, and that was me, but I backed into my consulting. I don’t think I’m unique in this.
I was looking to buy a business or start a business. I wound up with four companies I knew. They had hired me to do consulting. My wife and I are driving down the road. I said to her, “I’m looking at buying a company or starting a company.” She goes, “You got four clients. You are looking to hire a secretary. Honey, I think you have company.” That was the beginning of doing the work that I do now and have done for many years.
I remember many years ago, when my wife, at that time girlfriend, or I didn’t even know if we were engaged, but she said something similar to me in a different context, but it is the wise words of the better half or partner. It shows the value of an external advisor, coach, mentor, or somebody that can look from the outside in. That is the value that consultants provide to their clients. That was obvious to others, but to you at that time, you were in it.
Likewise, for me too, I remember I was running three different businesses with my cousin and Cofounder, Sam, all at one time. My wife said, “Why don’t you focus on making one of them amazing?” I was like, “That is not a bad idea.” You have touched on the next question I had for you, which is how you got your first client or clients. You had four people. For those that are in the earlier stages of joining us, some already are into the development of their business, but for those that are earlier stage might be interested to learn, how did you go about getting those first few clients?