Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

If you have identified the desire or the need correctly, you can address the objection.
The client’s objection is really just a way to inform you about an objective
that must be met.
If you are a small consulting firm, you may also want to prepare for these
objections:
• Whether you have the required experience.
• Whether the client’s employees would respect someone from a larger, more wellknown
firm than yours.
• Whether you will be available on-site often enough.
• Whether you have experience in the specific industry.
• And for me, the fact that I am a woman in a “man’s” world (yes, this still
occurs).
What if the client mentions your competition? You should state that your competition
is good at what they do and ask whether the client wants to know how you
differ. Your response will, of course, not criticize your competition, but will clarify
the differences.
What if your client becomes obnoxious and demands a response, such as, “Why
should we choose you?” or “Why do you think you can solve this?” or “What’s this
going to cost?” Diffuse the aggression by stating: “That’s a good question, and I
can’t answer it yet. I will be able to with some additional information.”
Contracting
If you’ve read Peter Block’s Flawless Consulting (and you should have if you are
considering a consulting career), you recognize that you are moving into the contracting
phase of the consulting process. Contracting is ensuring that both you and
your client are as explicit as possible about your needs, wants, and expectations of
each other. The contracting discussion is an important link to writing a good proposal.
Exhibit 8.2 provides several questions you may wish to ask yourself after the
meeting. You may also want to pull that copy of Flawless Consulting off your bookshelf
and review Peter’s advice.
Selling Services: How Do You Sell You? 173