I just did a recent event for a National Speakers Association chapter and got a great audience question. When someone calls me for business advice, and this is what I consult on, how can I turn this into a paid consulting job? It is a question all of us deal with. My answer is a simple one.
I always tell speakers to call me if there is anything I can do for them. If it’s a quick question I’m always happy to answer and not put them “on the clock”. I do it a lot. However, when I get a call that starts feeling to me like I’m doing consulting; I will stop and say the following. “It seems now we are getting into information that will take some time and should be on the clock. Let’s end this call and set up an appointment so we can go into depth on this topic.”
Never just say “we need to go on the clock starting now”. End the call and set up a specific appointment so you will be prepared and your client will be prepared. It’s the most professional way to handle the situation without feeling taking advantage of, or hurrying through a conversation.
It takes practice – in other words doing it – to feel comfortable with this technique. Once you do it, trust me, you will kick yourself that you haven’t used this done this long ago. As I said, it’s fair and it’s professional!
So, stop talking, and put ‘em on the clock! You‘ll feel better, and ultimately your client will feel more comfortable too!
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Lois works with professional speakers who want to book more business, make more money and avoid costly mistakes! She can be reached in the following ways:
Lois@BookMoreBusiness.com
Phone: 314.822.8225
Twitter: @loiscreamer
Facebook: http://www.facebook.com/loiscreamer
LinkedIn: http://www.linkedin.com/loiscreamer
For more information on Lois’ business check out http://www.bookmorebusiness.com as well as http://www.bookmorebusiness.tv!
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