Jordan Jamswiper, COO of the “My Toast” empire of breakfast products, revealed to you one of the company’s most vexing issues. Then Jordan asked for an overview of how your consulting firm could solve the challenge. Sounds sweet as syrup so far.
However, there’s a real possibility that the information your consulting firm provides will lead Jordan to dismiss your consulting firm rather than engage you. That’s less appetizing. And preventable.
When a prospect asks for help with their problem, you’re faced with a couple of decisions: how much information you should share, and what information you should include.
If you hand Jordan the entire solution, then My Toast won’t need to hire your consulting firm and you’ve passed up on a healthy slice of business. Therefore, you’re reluctant to share too much of your ideas and IP.
On the flip side, since you want to impress your prospects with your consulting firm’s prowess and robust approach, you’re tempted to regale Jordan with the details of your methodology and to lay on the credentials pretty thick.
Unfortunately, that balance of information is not what clients are looking for and is costing you business.
Don’t be afraid of giving advice and sharing IP.
If the team at My Toast can learn everything they need during a one-hour call with your consulting firm or from a whitepaper you share, then they were never going to award a consulting project bigger than a breadbox anyway.
Do be afraid of overwhelming your prospects with information that is about you and not valuable to them. (Information about your consulting firm generally isn’t valuable to them.)
Your consulting firm will always benefit from dispensing the information Jordan and the My Toast team are looking for and trimming back the extraneous material.
Since it can be challenging from inside your consulting firm to objectively evaluate whether the type and depth of your responses to your prospects is on the mark, below are a few guidelines.
4 Signs the Information Your Consulting Firm Provides is Hurting Sales
Those are just four signals to tell you when the information your consulting firm is sharing has shifted from decision-rich to overwhelming and irrelevant. Do you look for any others?
Text and images are © 2020 David A. Fields, all rights reserved.