5 Tips For Closing That Consulting Deal
by
Christopher Smith
There are several reasons why consultants ultimately lose deals they
should have won. Unless your portfolio is poor, consultants lose
contracts because they either didn't listen or they didn't speak
effectively to convey what services they could offer, that would help
the client reach their goals. Here are a few tips to help you sell your
services.
Every consultant feels that if there is anything that they do well,
its talking the talk. Effective speaking is more of an art than a
science. If you can't effectively convey how your services are going to
help the client, you won't get the contract.
Reflect Before You React
Its human nature to say the first thing that comes to our mind when
we're asked a question. Take a moment to think of what answer is best
for the client. It will show that you put thought into your work and
don't just plow ahead. Your clients will appreciate that. Your best
reaction is not always your first reaction.
Keep It Simple Superstar
Just because you know the ins and outs of your business doesn't mean
that your client will. Speak to them on their level, not yours. Keep the
conversation simple and get straight to the point. If your client
understands what you can do for them, they are more likely to hire you.
If you try and dazzle them with industry speak, you'll lose them, and
lose the contract.
You may find that if you are speaking to a perspective client on the
phone, stand up. For many people, standing makes them get straight to
the point.
Let the Client Talk
If you want to learn how to best position yourself, find out exactly
what the client wants and ask questions to home in on what their needs
are. By asking questions, you gain a better understanding of how you can
help the client, and the client feels that they are part of the
solution. This gives you a chance to reflect on what you can offer your
prospective client.
A Little Enthusiasm Goes A Long Way
Your client feels passionate about what they do, and if you show that
you are passionate and enthusiastic about providing them the solution
they want, you'll get the client onboard. Enthusiasm will open many
doors for you.
Lets Get Personal
It takes experience and a watchful eye, however, if you show your client
that they are more than just another big deal for their portfolio you
will learn how to best work with them. Treat all clients the same way,
and you will find your schedule empty of projects. Remember that clients
say things for a reason. If they volunteer that they can't talk right now
because they are getting ready for Bobby's birthday party on Saturday,
on your follow up call, ask them casually how the party went. Don't pry,
and don't send balloons. By casually asking about the party, you show
that you pay attention to details. Knowing how successful the party was
will prepare you on how to approach the conversation.
Remember that you need to sell to the customer's needs, not your
skills. Master this and you will have a long career as a consultant.
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