How to Avoid Giving Away Free Consulting
After spending 30 minutes in a coffee shop with a potential client, I realized that the sheet of paper they were writing on was almost full; full of ideas that I had just given away for free. If you consult, coach, or are in the advice-giving field, you may have had a similar experience. Here are some valuable techniques to practice that will prevent you from giving away free consulting.
In most cases, arrange to meet with your potential clients for about 30 minutes, to see if you are a match; that is, can you offer a service to them and do they need it? Try to give something free to each potential client so they get a sample of your services. Giving one or two pieces of information away for free is okay, however, 30 minutes worth is not.
Client Interviews (Get-To-Know Session)
When meeting with a potential client, your goal is to uncover a need they may have that matches a service you provide. How can you do this? Ask open-ended questions, that is, ask questions that will evoke a conversation. For example, an open-ended question may start with the words: "Tell me," or "What is... " or "When do," etc. Open-ended questions will enable the client to give you more than just a yes or no answer, thus giving you more details about what they need.
After hearing a series of problems that you can solve through your services, it is important to state that you have solutions to their problems. Do not offer the solution here, but suggest that there are solutions and that by working with you, they can resolve these problems.
Make it clear to the client during the conversation that this is your work and you charge a fee for such a consultation. This area seems to be most sensitive with your friends and family. Keep your boundaries clear--you charge for your services. Make a policy about consulting to your friends/family.
To summarize: It is your responsibility to avoid giving away free service.
Probe the potential client through questioning to find out about their needs and problems.
Once you have heard their needs and problems, mention that you have solutions for them.
Be clear throughout the conversation that this is your career and you would be happy to work with them.
Have a policy in place for friends and family in the event they want your services for free. Once you have mastered this skill, you will increase your confidence in asking the right questions during the process of earning new clients.
Michael Losier, a Law of Attraction Trainer and author, supports people in understanding and practicing the Art of Deliberate Attraction, so they can have more of what they want and less of what they don't. Michael has been applying the principles of Law of Attraction for many years and enjoys a wonderful and rewarding life in the city of Victoria, BC, Canada. He facilitates a number of in-person Law of Attraction seminars as well as Teleseminars to a worldwide audience.
For more articles by Michael Losier, Teleclass information or to purchase the book, Law of Attraction, The Science of Attracting More of What You Want and Less of What You Don't, visit http://www.LawOfAttractionBook.com.
Related Articles:
Change Management Consulting Appoints Brad Thorne as Global Lean Six Sigma Practice Head
Change Management Consulting, Inc. (CMC), a privately-owned management consulting and training firm announced today the appointment of Brad Thorne as Vice President and Global Lean Six Sigma Practice Head.
Midas Tunes Up Financial Management System with IDT Consulting and Microsoft Dynamics GP Software
IDT Consulting, a leading provider of business technologies, completed phase one of a new financial management system for Midas Inc., one of the world's largest providers of automotive services. Working with IDT Consulting on system selection, system implementation and integration, Midas chose Microsoft Dynamics? GP business management software. The new system has been customized to Midas' accounts receivable and billing processes. It has the ability to create a long-term interface with the company's legacy system.
Amadeus Consulting Develops Integrated, Online Survey System for Medical Group Management Association
Amadeus Consulting, a leading custom software development company, today announced the completion of an advanced survey system developed for Medical Group Management Association (MGMA), the nation's principal membership association for the medical group practice profession. The custom survey application will streamline the aggregation of critical practice data and provide key performance benchmarks and industry trends to MGMA members.
Institute of Management Consultants Announces 2008 Annual Confab Conference "Mastering the Art of Consulting"
IMC USA's annual Confab conference will take place in Reno, Nevada on October 25-28, 2008. Confab is the only conference for consultants by consultants designed to help new consultants start their consulting practice and experienced consultants to grow their consulting firms.
Content Management System - Business Boon
A content management system (CMS) connects the construction, administration, allotment, issuing, and detection of business information. It wraps the total lifetime of sheets on a website, and furnishes uncomplicated tools allowing the ability to generate the content, publish, and document. The most significant use of CMS is the supervision of word content on the website. It also provides the aptitude to direct the construction of the website and offers steering for visitors. CMS CSS (CMS) is very significant for the business employing it. It ensures various functions and securities for working systems. This system helps the user navigate through pages quickly, with a catapulted site elasticity and steadiness. It helps to cut costs and ...
Avalon Consulting and Lombardi Partner to Offer Business Process Management Solutions
Companies focused on promoting business efficiency through BPM across knowledge management disciplines.
TopNotchWebsites New Example Site Showcases Content Management System Features to Business Owners
TopNotchWebsites creates an example site to showcase the features and benefits of open source content management system (CMS) websites. Features include the ability to create a community of users, forums, podcasting, chat rooms and newsletters.
The Consulting Pulse Launches Niche Job Board for Management Consultants
In an effort to provide management consultants with more targeted job hunting tools, and employers with access to top level talent, Consulting Pulse has launched a niche job board for the Management Consulting Industry.
Datascope Consulting Release Version 2 of Their WMS (Warehouse Management System) for SYSPRO
Datascope today announced the release of version 2 of its WMS (Warehouse Management System). This warehousing solution has been specifically built for operation with SYSPRO ERP and therefore is highly integrated into SYSPRO via the standard e.net object layer. WMS fully integrates Barcoding into SYSPRO, allowing users to more efficiently process any tasks.
Hollander Consultants Celebrates 25 Years as an Industry Leader in Successful Medical Practice Management Consulting
Hollander Consultants celebrates 25 years as an industry leader in successful medical practice management consulting.