I want to blow out all the preconcieved notions of SALES . There are a lot of TIRED and expressive ideas about how this whole process works. For one thing the concept of a consultant is something that is really..... misleading.
When we get invited into a consulting situation we want to project some options. These options are not necessarily services that we provide. Many of these could be attributed to another studio or set of services. You will want to be as honest as possible.
** I am usually glad to not be able to service ALL CLIENTS. My reasons for saying this should be obvious. One cannot be great at all things. Or, simply said, one firm may not specialize in handling all types of cases regarding this particular client. You will avoid a lot of problems in the future.
Its amazing but everytime a "consultant" gets an interview he tries to shove his product in front of the clients face as the BEST CHOICE. The client expects it and usually feels obligated to buying from that person because that is what typically happens. I have switched out this technique to state a very obvious statement....
"... at this level you may want to consider doing.... X"
I am not afraid to state this out to the potential client. If they want a super high end solution I will say this. But more importantly if the client is not nailing down a specific need of what they want then I may not be able to accomodate them. This is not something I want to drag out or have overshadow my company. A lofty deadline over a firm is not always a good thing to have.
Do not be afraid to be a TRUE CONSULTANT and give the facts. Don't rush out to be the first to nominate yourself for the job. Save yourself future embarrassment by spelling out all the options and allowing the future business partner to make a sensible choice.
Ted Cantu posted this on July 17, 2007 at 11:02 am
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