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. |
