By Evan Schmidt
To become a great consultant you must have the ability to build a great reputation within your client organization. Building this reputation will ensure customers spread your name and help ensure your business grows. To build this great reputation it’s critical to make your clients feel good about you and your work.
Know Who You’re Trying to Make Happy
· Who’s Number One?
o The Client: They hired you
· Who want to feel smart and in control?
o The Client: They want to feel good
· Who wants to feel like they are making all the decisions?
o The Client: They should feel powerful
Serve your Client
· How can I make the client feel like they are number one?
o Respect them
§ Describe things in simple terms and don’t dumb them down too much.
o Trust them
§ Have faith that the client will ask questions if they are confused.
§ Don’t restate the same thing multiple times.
o Give them control
§ Ask clear simple questions.
o Prepare them ahead of time
§ Send them emails ahead of time so they can review ahead of time and make their own decisions.
Consulting with Charisma
· How can I spin the product to make the client feel like they are number one and ensure I am addressing their needs?
o Call out the differences ahead of time
o Anticipate their concerns and say “I know this raises some concerns”
o Ask if they have further concerns
o Listen
o Recap there response and decisions so they have faith
· How can I present our knowledge and ideas tactfully?
o Build examples
o Show various options
ssas junkie 