Photo by The Coach Space: https://www.pexels.com/photo/woman-giving-a-presentation-2977547/
What do clients look for in consultants, of any kind? Well, the specifics differ, but one thing is for certain: they’re not hiring you to make their lives more difficult. This golden principle, of becoming the kind of professional who lubricates the gears and allows companies to better operate and compete, should always be the guiding light of any consultant.
How you achieve this, of course, can differ greatly from consultant to consultant. It’s important to never take a client for granted, as each one may very well need a specific, considered approach to succeed. For example, one client may wish to keep you on retainer, another may wish to use your POS terminal to pay your quoted fee there and then, and having both options available is wise.
That’s just one example. In this post, we hope to explore a few more:
Proactive Communication Is Key
All consultants will be communicative (that’s the job after all), but structuring this with a focused approach, so customers know what and when to expect, is key. If you can anticipates a client’s needs before they have to ask for something, you become a rare find. You can achieve this by thorough research into the client, their market, and having a stringent understanding of their specific goals. Conducting your own research after that might help you plug any knowledge gaps or unique niche requirements they have.
Moreover, a great idea for a consultant to have more than one communication channel, provide updates, and flag potential issues with a tiered warning system so you can adequately escalate an issue or prevent a mistake they’re making. Moreover, sending a summary after every meeting or a weekly progress report should keep everyone on the same page. Such a focus on wise communication shows a consultant is dedicated to the project and not just to their own schedule, and it builds a strong foundation of trust and respect, even if you might charge more for emergency attendance.
Clear & Flexible Billing Practices
As the intro mentions, a client’s billing needs can vary greatly depending on your requirements, and it’s important to have the self-esteem necessary to charge the appropriate market rate for your services. To expand on the suggestions in our intro, make sure to bake-in clear, flexible billing options clients can use to sell their management on your services or that can be paid as soon as their cash flow allows.
A good idea is to provide detailed invoices that break down the work done and the costs involved. If you offer provisions such as a flat fee for a project, an hourly rate, or a retainer, they know how to pay. Moreover, you may also detail how many revisions on a project you may allow for, or if they need an emergency turnaround or meeting, that may also incur a cost. If this is very clear from the outset, no client will ever assume you’re billing at-will.
Providing Actionable Solutions
Clients hire consultants for their expertise, but they want more than just advice, they want clear, actionable steps they can take to solve their problems. This is why a consultant who gives a client a detailed roadmap with specific actions and deadlines will always be more valuable than one who only offers abstract ideas. This is why nailing your presentation, project management, and communication skills is such a worthwhile and necessary approach to take.
This way, ideally, even without your continued input, a company should have structural use for what you give them. This,ironically enough, will keep them coming back time and time again, because your insight and oversight will help them feel more secure that the plans have been carried out effectively. It also helps the client understand exactly what they’re getting for their investment – and if you can’t gain that, you can’t gain word of mouth recommendations.
Implement Worthwhile Recommendation Rewards
The first thought a company or professional has when deciding if to use a consultant or not is “what consultant should I use, anyway?” That’s a harder question than it seems. If you have a recommendation system in place where a referral might net someone a 5% discount on future services, and you’re happy for them to give an honest review, then you make that first onboarding approach much more convenient.
You can also offer a free first consultation to really understand what a client is, a “know your client” meeting should help any issue resolve itself as time goes on. If you start with that sort of convenience showcasing how you could embed into their services, odds are you’ll be trusted from the jump, as you put your best foot forward.
With this advice, you’ll be certain to make your one-person consultancy more convenience for all clients.