The 3 Key Elements Your Clients Look For
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In a growing and more crowded market, consultants need to understand why they
do what they do, why anyone should pay them to do what they do and what will
keep clients paying them as opposed to anyone else, to do what they do.
There are many things which will define one person's decision making process
over someone else's, but I believe there are 3 key things that clients look for
when choosing a consultant to work with - Trust, Respect, Like
Trust - this element centres around a belief that
*What you say you CAN do, you actually can do
*What you say you WILL do, you actually will do
* How you say you will do it, is actually how things are done
The trust element is also about feeling any risks involved are minimised or
mitigated and what ever happens you as the consultant will be up front, open and
honest in how you deal with the unexpected - good and bad.
Respect - this element is about value
* Valuing your capability
* Valuing your experience
* Valuing the way you do things
* Valuing your promise of a solution that's right for them
I always say get people's trust and respect first and that lays a good
foundation for building a future working relationship. If you miss out on these
2, you are less likely to develop relationships over time because when things go
wrong and invariably something happens that is unforeseen, without this basis of
trust and respect a relationship will falter - more often than not.
Like - this element is about connection
* Connecting on a personal level - you are like me
* Connecting on a values level - you believe the same things that I do
* Connecting on a aspiration level - I feel you are someone that "gets me"
I firmly believe that many consultants, in their rush or desperation to get
business, take on clients that they don't like (yes it works both ways). For me
liking someone or feeling "this is someone I can work with" is crucial because
the working relationship will define - in part - the success of any contract or
project. And at a more basic level why would you choose to spend time with
someone you don't like???
So whilst proposals, contracts, meetings, product and service knowledge, the
colour of your ties etc etc might all be worth considering, I believe that the 3
key things to focus on when working with a new client are Trust, Respect and
Like - for both parties.
About the Author
Beverley Hamilton works with independent business consultants to help them
grow a profitable consultancy and still have time for their life. You can get my
Free Ecourse Discover the 5 Most Common Incorrect Assumptions Independent
Business Consultants Make and a complimentary subscription to Quickstart,
the newsletter specifically for consultants. Go to
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Article Published/Sorted/Amended on Scopulus 2007-07-10 22:46:04 in Business Articles
