From the course: Consulting Professional Weekly Tips

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Sell the services, not the person

Sell the services, not the person

From the course: Consulting Professional Weekly Tips

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Sell the services, not the person

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- When you run a small consulting firm, it's easy to focus on selling the person and emphasizing that consultant's experience and credentials. That approach can create issues for you. The problem with that approach is it makes it hard to scale. Instead of selling that consultant's experience and credentials, try focusing instead on selling the benefits of your services. When you focus on a consultant's experience and credentials, you may run into a situation where the client wants that person and that person only. I've had situations where my clients have said, "Hey, can we get Mike? "Because he wrote the book." What I then have to tell them is, let's focus on the outcome of the session so I can put a different instructor on the platform that day. Other situations I run into where I'm selling the instructor's experience instead of selling benefits is a client takes the other approach and says, "Well, Mike is really expensive. "Can we get a cheaper instructor?" Again, in that situation…

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