One of the most frustrating things in consulting is getting your clients to understand what services you can provide. DonÆt take for granted that they know what you can do --- because they absolutely donÆt know. Each client or prospective client has a very myopic view of your technical specialty --- and for the most part, itÆs based on whatever services that you may have previously provided for them or for their associate who may have recommended you --- and, let me tell you, their view is extremely limited.
Your prospective clients have no idea what you can do and what services that you can provide for them unless you continue to sell yourself to them. Take every opportunity to remind your clients about your educational and work experience, the types of things youÆve done for other clients, the varied consulting endeavors youÆve experienced. Get your client to talk about his/her work. Find out what kinds of problems they are experiencing and try to provide insight into solutions. Whatever you do, donÆt be a bore by always touting your virtues, but seize every opportunity to be informative, and let the prospect know how your services might be beneficial to him
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