From the course: Consulting Foundations: The Concept of Value
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Value is key to the success of your practice
From the course: Consulting Foundations: The Concept of Value
Value is key to the success of your practice
- Have you ever gone on a date where the other person talks nonstop about himself? And then just when it seems like he's going to give you a chance to share about yourself he says, "But enough about me, how do you feel about me?" This is how many consultants engage with prospective clients. They spend too much time talking about themselves, their clients, their education, their methodologies, their pricing. Instead, they should be focusing on learning about the needs of the prospective client. It's got to be about you, not me. Value-oriented consultants are like detectives, learning as much as they can about the client because it's the client's goals that will drive the scope of the engagement and the associated fees. If you wanna price based on value you create, you need to develop skills such as asking good questions, listening carefully, and being concerned about the other person's success. The funny thing is that this kind of selling doesn't feel like selling at all. It feels like…
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