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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 One Step Further for more instantly accessible resources. Your future Your choice!

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Article Published/Sorted/Amended on Scopulus 2007-07-10 22:46:04 in Business Articles

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