How to Explain Your Consulting Services: Talk to a Five Year Old
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Published on May 4, 2013
http://www.covetedconsultant.com/free Hi, this is Alzay Calhoun with Coveted Consultant and today I'm talking about how to explain your services. And we're going to break it down like we're talking to a five-year old. Now you probably have heard that analogy before but let's spend some time with it and see what insight it really gives us. So let's start with the fact that we know that our client is distracted just like a five-year they've got a whole lot of things going on. Let's acknowledge that they have their own priorities before you showed up. All right, so before they talked to you on the phone that day or before they met with you there were other things that were already important besides talking to you. So you've got to make sure that you get their attention quickly. Whatever it is you have to say whatever that big benefit is whatever that big thing is that will keep them locked in on you bring that to the table first. Make sure you have their attention.
Second, is be brief, right. So you know you're not going to have a lot of time to talk to them even if you have a full hour meeting you really are only going to have their attention for the first few minutes. So make the most of that first few minutes. Be brief, be strong, be powerful, get their attention quickly.
The next major point here is simplify the concept. So like a five-year old the five-year old there are big words that a five-year old just can't understand yet. They haven't learned them and their brain really can't handle it yet. And your clients are the same way, right, there are certain vocabulary that you know as an expert that you've mastered that maybe they've heard before but they haven't mastered the same way. So save on the fancy vocabulary and only communicate the essentials. Whatever they have to know in order to understand what you're describing and what you're explaining only give them that. Only tell them that.
Also here is tell them how to begin. So as you simplify the concept tell them how to begin. Help the clearly understand what the first couple of steps are and then tell them how this situation ends. Tell them what happens at the end so that that way they can clearly understand what they have to do to get started and then once they get started walk down the path they know what they get. They know what they earn at the end of the story. So simplify that concept, tell them how to being, and also tell them how it ends.
The next major point remember that the client has to make their own decision. So just like a five-year old who doesn't want to go somewhere they could be a beast to try to carry around. They could be a heavy weight to try to manipulate, right. We don't want to do that. We want them to make their own decision so let's help them do that. Do no force them. Don't force that client to do anything that they don't want to do. Do not beg them. Do not beg your client to do anything that they don't want to do. If they don't see it in their best interest don't over sell it.
Be careful of yoru incentives. Just like a five-year old whatever you tell a five-year old you better own up on that. If you promised ice cream, fun times, slides, to go see a friend, play some video games whatever you promised that five-year old you better keep the promise or you're going to have pain at the end of the story. Same way with your clients whatever promise you make on the front end you better own up to that promise. Be careful of the incentives that you provide.
Also don't whine. Right. If they say no then the answer is no. If they say yes take the yes and keep moving. But there's no need to whine and provide all this additional information on why things are the way they are. Your client doesn't care and that five-year old doesn't care, right. If they say yes it's yes if they say no it's no and keep moving. At some point simply stop asking the question. So there's always a place in the conversation where you understand if your client has interest or not or that five-year old has interest or not. And once you have a sense of that stop talking. There might be more to say but even if there is more to say that client or that five-year old has already decided. http://youtu.be/Gaw5GcMpqkQ
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