As consultants we are paid for our knowledge and advice.
Truly we are paid for what our knowledge and advice CREATES.
The PROBLEM it solves.
The RESULT it enables.
On Client Acquisition
Consultants often find themselves holding back information from a prospective client.
Afraid to give away too much…
Yet, if you don’t demonstrate your expertise and HOW you will help the buyer you won’t win their business.
A true buyer will engage you in a conversation because they are looking for help. Not because they are looking to take your ideas, boot you to the corner, and implement themselves.
No, don’t hold back. When you discover something that can help your client be in a better place, see an even greater result…even if it’s not in the scope or area of your current project let them know about it.
Sure, you will encounter dishonest buyers. Those who have no REAL intention of hiring you. Who are casting a net to see what they can pull in.
They are few and shouldn’t be of concern.
When engaging in a conversation with a buyer don’t hold back.
Make it clear to them that YOU are and EXPERT and that YOU CAN help them.
The value you provide them should create a feeling of “Wow, if they are giving me so much value for free imagine what they will provide when I hire them.”
There is an important distinction I’ll make. And that is that you will talk about HOW you will help them. SHOW them what the general process will look like.
Provide them with a HIGH LEVEL view of what they can expect and how you will enable the result they want.
Don’t go into every minute step of the process. Don’t paint the conversation in such detail that the buyer holds your blueprint and no longer needs you.
On Working with a Client
As you begin working with your client the next question appears: How much should you help them?
Should you stick to focusing solely on the scope of the project you have been engaged for…even if you discover other areas of the client’s business that can be improved?
The answer is…yes and no!
Yes, you should keep the scope of the project. Do the work you have agreed to and provide exceptional value and results for your client. If the client directly asks you to do additional work beyond the scope of your agreement – let them know you’ll be happy to – and that you’ll put together a proposal to cover that.
Avoid scope creep. If you allow a client to make a ‘little’ addition here and then a little addition there…they add up. Continue Reading