How to Sell Yourself as a "Fractional" Professional

(Build Your Portfolio)

*This is a high-level overview of the process to sell any fractional offering - finance, sales, marketing, operations, human resources, and many others!

Step 1: Diagnose the client's situation, problem statement, or opportunity.

You won't know how to craft your offer until you understand their need. Although "fractional" professionals are gaining in popularity, don't assume that your prospect understands the details - or understands them in the same way you do.

Step 2: Craft your fractional offer.

This will include three key parts: A. The number of hours per week (and your hourly rate), B. The duration of the agreement (anywhere from 90-days to over one year), and C. The specific objectives you will accomplish (although these may change, don't enter a contract without them...at least up front.)

Step 3: Highlight the benefits.

Don't miss the opportunity to link your specific services and the unique fractional business arrangement back to the client's objective. Make this crystal clear! Hint: List the client needs (as stated) on one side of the page in your proposal with the benefits on the other.

Step 4: Name (and overcome!) objections.

Don't wait for the client to make objections, and never allow them to go unstated. Innoculate and strengthen your offer by giving them their other choices! That's what an expert does - you're so confident, you'll show them how else they could solve their problem. An objection identified is a sales problem half solved.

Step 5: Lay out the numbers.

Show how your costs compare to the client's current state - or their next best alternative.

Step 6: Watch out!

Not all fractional opportunities are created equal. You will gain respect in the eyes of the client by insisting that your issues and concerns are resolved before you begin your work. We've identified a few common issues in the attached worksheet, but trust your instincts! If something feels "off," it probably is.