Listen To Episode #396: REVEALED: How A Crazy Idea Helped Me Unlock The Secret for Successful Consulting, Achieve Consulting Success And Explode My Business
Today we’re going to talk about how to get more of your clients to say “YES!” and give you money … and do it in a way that’s not SALESLY.
If you’re a B2B business owner, successful consulting interactions with clients almost always means money in the bank. On today’s episode of the Get Clients Now podcast, host Ken Newhouse reveals the #1 Rule for Consulting Success.
The #1 Rule of Consulting Success is:
- Firstly; important
- Secondly; critical, and
- Thirdly; absolutely essential to deploy for you to achieve success
It is paramount that you understand that no matter what type of business you have (or what type of consulting you do), you:
“Always, always, always agree with the client. ALWAYS!”
This is the single most important, most basic, and most commonly violated rule in all of consulting.
I have interviewed and worked with more than a half dozen of the world’s leading consultants including:
- David A. Fields
- Alan Weiss
- Mike Derrington
- Bob Burg
- Michael Zipursky (CEO of Consulting Success)
- And many others
And I’ve learned that violating this rule is the SINGLE biggest mistake consultants make when communicating with clients.
If you want agreement with clients you have to be agreeable.
That is to say, if I want agreement with Eric (a prospective client) I have to be agreeable with him. In other words, I have to be agreeable in order to get agreement from him.
Consulting success is achieved only when you are in agreement with your client. Therefore, work on being "agreeable" before you move to the close and ink the contract.
If you’re screaming at me while you read this, let me make something clear before moving on:
The #1 Rule of Consulting Success is not to be confused with the old saying (which is not true by the way):
“The client is always right.”
That old saying has been around for as long as I can remember, but it’s untrue.
Clients are not always right, and if you’ve been in business for any length of time you know what I’m talking about.
If you want a track record of successful consulting, let me make an IMPORTANT POINT:
“Whether the Client is right or wrong … agree!”
Let me explain:
Agree as you’re inking the contract, don’t disagree and kill the contract. Agree while you’re in the negotiations, don’t disagree.
Being agreeable is necessary for you to get an agreement (as in a signed contract) with your client.
You can never expect someone to agree and accept your proposal if you’re disagreeing with them.
That almost never happens and will not lead to consulting success.
Prospective clients are attracted to people, ideas and products that represent the things they’re already in agreement with.
Click the book cover below to get your FREE Chapters of my NEW Book: "Profitable Podcast Blueprint."
About Ken Newhouse
Ken Newhouse is a B2B consultant and Co-Founder of Ken Newhouse & Co., LLC. He is the host of the top-ranked podcast “Get Clients Now” and the author of three books.
His most recent book, “Profitable Podcast Blueprint” was written after four consecutive years of success (and profitable) podcasting.
Newhouse has conducted over 400 interviews with many of the world’s leading experts in multiple areas that can help you be more successful in business.
The blueprint he outlines in the new book, has produced a $34,211 initial transaction value from new clients obtained from his podcast.