Tip 1: Avoid the Most Common Mistake

 

• You do not HAVE the answer but rather you have the tools and methodologies to GET the answer;
• You do not KNOW the business better than your client but rather you have EXPERTISE in certain management practices and business processes.

 

Tip 2 – Make a Name for Yourself

 

• Write a paper or a book. Self publish. Try and create a “bestseller”;
• Present at conferences and workshops;
• Become an expert. Know the subject better than anyone else and then present it with zeal;
• Seek awards;
• Seek influencers that will recommend your services;
• Seek testimonials;
• Tape or video seminars and then sell them.

 

Tip 3 – Practice on Good Skills

 

The skills that a good consultant/coach should have:
• Be a good listener
• Be empathetic
• Investigate
• Problem solve
• Provide solutions
• Create action plans to the solutions.

 

 

Tip 4 - What Consultants Should Not Do!

 

• Provide answers before they have the facts
• Be judgemental rather than objective
• Provide solutions without referencing the alternatives
• Sell work where none is needed
• Provide definitive rather than suggested solutions
• Reveal confidential information.

The key to successful client interaction is the right questioning technique.

Types of questions
An open-ended question requires a general response whereas a closed-ended question can be answered with a simple "Yes," "No," or other very simple answers.

In a typical client or prospect interview you would:
1. Start off with Open Questions:
a. How did you go last month?
b. How is Business?

2. Then you ask more specific probing questions:
a. Oh, that is no good, what happened?
b. I am glad business is good, what do you think is the key to your success?

3. You could then ask a closed question followed up with the words WHY or HOW:
a. Did you meet your budget last month?
b. Oh really, WHY or WHY NOT

 

 

Make sure you listen. If your questions are pre-formulated your client or prospect would lose interest. The biggest tip...pretend you are in a bar talking to a friend. If your friend says I have marriage problems you don’t follow up with “Oh really what sports do you like?” It would be offensive. You have to ask...”Oh really, I am sorry to hear that, what is going wrong?”

The same listening skills and empathy need to apply to your client probing and networking.

 

Question Funnel
• The question funnel is all about finding the right BUTTONS to press.
• The process involves asking lots of questions up front, then targeting your presentation.
• The Four basic Funnels in networking you can open are:
– Family
– Work
– Recreation
– Motivation

 

The Process:

• Pre-frame the funnel with a motivator to help them understand what you are trying to achieve.
• Ask open general questions, looking for the issues.
• When you spot an issue, use exploratory questions to narrow down.
• Use the closing question to pinpoint their needs
• The summary is to show them that you truly understand
• The Sweeper is to confirm nothing has been missed.

 

How does a Consultant add “coaching” to their existing business?

So there are two major things you will need to do if you are to start a business coaching practice or transform your existing practice.

You will need to improve your understanding of the coaching process, you will need to study and understand the marketing process (how to win clients) and how you gear your company towards this opportunity, and you will need to implement a set of systems and processes to transform your business.

Fortunately we have done most of the hard work for you. I would suggest you contact us and set up a free coaching session. We will examine your skills, give you some free advice and point you in the right direction