Wouldn’t it be great if all we had to do was network, have business owners immediately want to work with us, and instantly sign on for our retained support without any questions?
The reality is getting to actually work with retained clients takes a bit more effort.
You have to get at least some small idea about the new client’s business.
You have to gain some insight into their needs, goals and challenges so you can figure out whether and how you can help them.
You have to be able to articulate your value in a way that makes sense to them so that they aren’t asking you, “Why should I pay you $X when I can pay bozo over there $5/hr.
Am I right?
So I’m curious about where colleagues are having trouble spots in their consultation process.
Do you have any particular stumbling blocks when it comes to conducting consultations?
Are there any areas of the consultation process you’d like to be better at?
Or maybe you feel like you do well in your consultations, but the clients aren’t signing on or calling back. Is that the case for you?
Whatever the issue is in your consultations, I really, really want to hear from you. Post in the comments or send me an email and let me know where you’re getting stuck and what you’d like to improve.