Of all the mistakes consultants make, the worst is knowing the answer before they ask the question. That might be good sales practice in product or services businesses but it’s an absolute disaster when selling consulting. Clients want to hire consultants to help define their issues, not sell them canned solutions. It’s obvious really.
For example marketing consultants naturally feel more comfortable selling their skills in advertising but that’s no use to a client whose problem is getting enough product to satisfy demand. Not understanding the problem is the biggest of mistakes consultants make.
Are you one of thousands of experts who’ve started out on their own, selling your skills and experience to businesses who need your help? Or are you thinking of branching out on your own, to do the same?
The fastest growing sector in developed economies is consulting. Every day boomers past their corporate sell by date, work at home parents and graduates who’d rather compute than commute all decide to start their own consultants business. Not surprising really when the bigger businesses would much rather rent skills than hire them. The individual consultant will likely be the predominant employment model in the future.
The world is your oyster, full of pearls. Unfortunately success won’t simply be a case of harvesting the riches. Clients and competitors have a way of raining on parades.
There are some basic skills the new consultant needs to learn, and in a hurry. Professional skills and service build consulting businesses as satisfied clients tell their friends. The reverse is also true. Amateur consultants never last very long.
Over the next few weeks we’ll be offering some ideas on how consultants can avoid mistakes and build strong relationships with clients who’ll keep coming back when they need help. Please stay tuned. They may be just our ideas, but they’re based on our experience, and they’re free of course at least for the moment.
For now our starting point is please don’t make the worst mistake.
The consultant’s very first job is understanding the problem. After that s/he can move on to developing a solution and then on to implementing it.
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