The first sign you’re a trusted consultant is when a client calls you to talk about their issues.
How do you get into that position? Not by making every email, call, or meeting an opportunity to sell. Quite the opposite.
As a consultant, your role is to help clients think things through, gain clarity, and decide what to do. That may, or may not, involve a recommendation for your services.
You earn trust through consultation, serving the clients priority agenda and interest.
Wait though, there is a step before all this. You can’t become a trusted consultant unless the person knows you, and knows how you might help.
This is where people in your network should be able to help. If they see you as a trusted consultant they’ll be willing to introduce and refer people to you. But, they also need to know what you stand for, understand what you do, and know you put helping ahead of selling.
Here are three things that can reinforce your reputation as a trusted consultant:
- Have a point of view that gets attention. Write and talk about the mistakes organisations make in your space. Explain how doing things a different way would be beneficial.
- Stop talking about your solutions. Start helping people think through their issues and the decisions they need to make.
- Figure out what you have that’s essential to others success. Invest more time and energy in this area and be the client’s go-to person for it.
Try these and see which clients call to talk about their issues