Any action to promote themselves and their services you will act on the "soothingly." In addition, every step brings new perspectives. I went to the conference, read the report. And then it turns out that your client was also at this conference and I saw you. And imbued. The nuances of selling in the consulting industry. The most important step in working with clients – identifying their needs. One of the features of consulting – a client request can be very different from the one issue that really should be solved first.
The task of the consultant in the first stage of cooperation – to help the client to determine that issue, which impedes the development of his company. To do professional opinion, we must consider: the Client. Listen carefully to the client's opinion about the issues that he wants to solve with your help. Ask questions that will help him deeper look at the situation. Remember the limitations of the client – looking at the situation from the inside, he just failed to notice the details. It is therefore extremely important to your professional instincts. What problems do you consider the main customer? What do you he seems already to notice, was accustomed to? What you have discovered contradictions in his description of the situation? The situation in the client company. In the first phase of consulting is enough information that we collect at the entrance to the company (Conversation with the secretary, communication with the client by his subordinates, a short interview with subordinates).
Market situation in which the client works. The advantage of the consultant that he has worked with many companies. And at any moment can relate the client's words with those realities, which is developing the market. At the stage of identifying needs a consultant it is important to listen to the customer and at the same time to think for themselves, "promising." An example of the personal Experience: The client wants to sales training.