#15: 5 Ways To Pivot Your Client From Solution Wants to Business Performance NeedsAug 06, 2018
When it comes to consulting, the client isn't always right.
More often the solution that they want isn't what they really need and what will create the results that truly matter the most to them.
It's not that they aren't smart or haven't thought through what will solve their challenges prior to calling a consultant like you. It's simply because they suffer from that "nose to the windowpane syndrome" meaning that they are too close to their challenges.
Which is exactly why they need you!
Why You Need to Listen to This Week's Podcast
In this podcast, I share with you five ways to pivot your client from their requested methodology and what they say that they want towards a meaningful conversation around that they need which is the bridging of their business performance gaps.
Business performance gaps reflect the distance between where your clients are today and where they want to be.
Your goal as a consultant isn't to simply fulfill their order for a training program or other one-off solution. Instead, you want to be their key partner that will help them effectively and efficiently bridge their performance gaps. THIS is how you create long-term client value and relationships.
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