Sell-Yourself Tips for Consultants
by Patricia Fripp, CSP, CPAE
As a consultant, you are continually selling yourself to a committee or Board of Directors. Present the best product you can.
Rehearse your opening. You have only thirty seconds to grab the interest of your audience. Don’t waste it.
Wrong: “Ladies and gentlemen, thank you for the opportunity…”
Right: “In the next ten minutes I am going to convince you that the best decision you can make is to invest in my services.”
Focus on the bottom line. Stress the results you will get for them.
Don’t offer backup information unless or until you are asked for it. It can interfere with the “big picture.”
Be “up.” Low energy and monotony will kill any presentation. Show genuine enthusiasm.
Be visual. People remember what they “see” in their imaginations. Paint a vivid picture in story form of how things will be when you have the job.
“…six months from now, when your business has increased 15%, your market share is 5% higher, and your sales teams are in harmony for the first time…”.
Have a strong closing. For example, “Your next decision is not whether to hire me, but whether can you afford not to!”
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