In fact, in my opinion, you should do just the opposite

Why it Pays To Be An Unpaid Consultant

“Don’t be an unpaid consultant”.

canada goose factory sale I was recently reminded of this when I was asked to participate in a phone conference involving one of my clients. The company had a number of their senior executives together for a meeting, and they asked canada goose uk size guide me if I would be willing to join their group for a teleconference during my lunch hour. canada goose factory sale

Here’s the “catch”, if cheap canada goose mens you prefer to think of it that way: there was no offer of payment for my time; this was canada goose asos uk “free work” in the form of giving advice. Yes, I was being asked to be the Unpaid Consultant. And, as always, I welcomed the opportunity.

You see, I strongly disagree with the idea that you should avoid being an “unpaid consultant” when you are in sales. In fact, in my opinion, you should do just the opposite. You should strive, every day, to be the Unpaid Consultant. Here’s my rationale.

Customers form their strongest relationships with people who give the most value. In today’s selling environment, what you sell be it a product or service is, in itself, the least valuable thing that you offer. In fact, it is probably viewed by most buyers as a commodity. Whether you are a car salesman, a financial advisor, a copier rep, a lawyer, or a plumber, customers can get what you sell from dozens of other people who offer the same thing. In a me too world, good advice ideas that help customers to make better decisions trumps, by a wide margin, the value of your “wares”.

Which brings me back to sales people. The highest compliment that a customer can ever pay you is to confer upon you the title of “Unpaid canada goose outlet Consultant”. To want your opinion when they are not buying. To value your knowledge enough to want to take advantage of your expertise.

canada goose clearance sale Examples: If you sell automobiles, to get your opinion on which of a competitor’s two models is a better choice for a child going to college. If you sell newspaper advertising, whether you would recommend radio or cable television as a better investment for reaching a target audience. If you sell printing, your thoughts on whether a new ink is appropriate for a packaging project that doesn’t actually involve you. canada goose clearance sale

The point is this: people don’t ask for input from those whose opinion they do not value. When a customer asks for your advice under these circumstances, the message is loud and clear: they view you as an expert. Give the request your very best effort, every time. I assure you, you will be rewarded many times over.

Among my vendor relationships, there is a small group of vendors whose advice I place a high value on. These are also the people with whom I do eighty percent of my business. One of these is my CPA.

canadian goose jacket I have utilized this canada goose london uk same professional for my business for over ten years. She is in private practice and lives five hundred miles from my office. Yes, I could find another CPA who is local to help my business in fact, I could line them around the block seven or eight times. I could also save money by doing so her fees are higher than most of those in her profession. canadian goose jacket

canada goose coats on sale So why do I swear loyalty to her? It certainly isn’t because she provides bookkeeping services and prepares financial reports. That’s a commodity any CPA firm provides that. canada goose coats on sale

canada goose clearance No, what I value is her canada goose outlet trillium parka black mind her ability to analyze my business and make recommendations that help me to manage it. To me, this is irreplaceable. Yes, much of her time with me is billed, but many times her advice is unbilled, as well. She is a very good sales person (she cold called me to get my business) and has excellent interpersonal skills. She is a good listener, and even puts up with my annual whining during tax season. In other words, she understands the value of being the Unpaid Consultant. If I changed my CPA relationship, I would not have her to work with anymore and that idea distresses me greatly, as you will see. canada goose clearance

A couple of years ago, her business had grown to the point that she sent all of her clients, including me, a form letter informing us that she was going to have to trim her client list to lessen her workload. In other words, some of us were going to have to go.

Canada Goose sale My reaction to this announcement? Sheer panic. I called her immediately. I begged to make the cut! I pleaded. I stammered. I reminded her that I have a simple business and canada goose store am easy to work with and always pay on time and andandyou get the idea. Canada Goose sale

canada goose uk shop She laughed and canada goose outlet black friday sale assured me that I had nothing to worry about; her focus was on reducing her workload with more complex businesses that were taking a lot of her time. Relieved, I hung up the phone. canada goose uk shop

Canada Goose Online Then canada goose black friday reddit I thought WOW. I am the customer, and here I am begging this vendor: please, please continue to take my canada goose outlet buffalo money! Canada Goose Online

uk canada goose Does this describe the relationship that you have with your customers? How valuable are you to them? Do they depend on canada goose uk office you for giving them direction, or are you an order taking commodity? uk canada goose

canada goose black friday sale In my business, every time that a sales person asks me, “what would you like to do?” I want to say “why are you asking me? I thought that you were the expert.” I never say that, of course, but it is what I am thinking. canada goose black friday sale

Don’t ask me for my opinion; I’m paying you for yours. Be confident and assertive. Tell me what you think I should do. In other words, be the Unpaid Consultant. He has delivered more than two thousand paid presentations as a professional speaker and holds the Certified Speaking Professional (CPS) designation from the National Speakers Association, the highest earned level of excellence in the industry. He lives in Charlotte, North Carolina.

Archív noviniek