| Most consultants are like cab drivers. Cab drivers run | | | | listeners. They're DEEP listeners. "Good" listeners use |
| the meter. They throw the luggage in the trunk | | | | surface tricks and techniques like "active listening" and |
| (that's a $1.00 bag charge). They may or may not be | | | | "matching and mirroring." Deep listeners listen with no |
| personable. If you have extra passengers, that's | | | | agenda. Your listening focus should be on empathy - |
| $1.50 each on top of the mileage. No smoking. And | | | | literally "feeling WITH" the client - and understanding |
| the radio is tuned to their favorite station - not | | | | the issues behind the issues. This isn't a trick you |
| yours.Most consultants charge by the hour or the | | | | learn in "consulting school." This comes from your |
| day. The meter is running. When you need a special | | | | heart and your genuine interest in helping the client |
| report or their attendance at an onsite meeting, | | | | improve their situation. Deep listening will help you |
| there's your bag charge. They may or may not be | | | | understand the real value that the client seeks from |
| personable to anyone other than the executive who | | | | you.3. Successful consultants are easy to do business |
| hired them. If you need additional work or facilitation | | | | with. One of the world's finest consultants, Alan |
| or expertise, there's a fee "on top of the mileage." | | | | Weiss, says in his book Million Dollar Consulting, "you |
| And most times, you're locked into their "radio | | | | have to spend money to make money." Part of that |
| station" - tuned to their methodologies, their licensed | | | | money should be spent on things that will make you |
| tools, their processes - not yours.What if you came | | | | easy to do business with. Some of these things are |
| across a dramatically different kind of cab driver? | | | | almost trivial - being able to accept credit cards, |
| Let's call him Ike.1. Ike has his own business card with | | | | having an 800 number, etc. And some of these |
| his personal cell phone number, a rocket logo and a | | | | things will be a major investment of time, effort, |
| humorous tagline, such as "Strap in. Hang on. Here we | | | | thought, and energy. Like designing a resource-rich |
| go!" One of his cab's notable features is the Hot | | | | web presence or moving to value-based fee-setting |
| Wheels steering wheel cover. Your initial impression | | | | so people get you and your expertise without |
| might be that he is direct and, most importantly, | | | | concern over when you punch in and out on the time |
| fast.2. In addition, Ike is a great listener. This would | | | | clock.4. Successful consultants are proactive and |
| be in contrast to some "real character" cab drivers, | | | | offer suggestions. Flexibility is a great source of |
| who are great talkers.3. Ike takes credit cards and | | | | strength. So is forward movement. When consulting |
| proudly displays the Visa and American Express | | | | with large organizations, it is easy to fall into their |
| decals inside his cab. A credit card transaction costs | | | | trap of "analysis paralysis." Especially with all the hype |
| him between 2 and 4% of every sale. (The cab | | | | around "getting close to the customer." The danger |
| company does NOT subsidize this fee - it's up to | | | | for consultants in getting too close to the customer |
| each individual driver to decide whether to accept | | | | is that you'll get mired in the same quicksand you've |
| credit cards or not.) But it also makes him easy to do | | | | been brought in to rescue them from! Keep moving, |
| business with - and, coincidentally, increases the | | | | and always offer options. It could be as simple as |
| likelihood of getting a nice tip.4. Ike is proactive and | | | | "Plan A or B or C," but giving choices always |
| offers suggestions. For example, when a passenger | | | | enhances collaboration and provides a sense of |
| asks Ike for a good restaurant recommendation, he | | | | shared responsibility for outcomes. And it's harder to |
| has a few of his favorite places in mind and a | | | | say "No" when asked "Chocolate or Vanilla or |
| restaurant guide available right in the front seat of | | | | Strawberry?" Ideally, your clients will say "Wow, they |
| the cab. Ike will offer to take his passenger to the | | | | ALL sound delicious." Then you are in a position to |
| restaurant, and also to come back at an appointed | | | | make a recommendation based on your deep |
| time to save the hassle of tracking down another | | | | listening (See #2!)5. Successful consultants work from |
| cab. He is never late. Does Ike profit from this? Sure. | | | | passion, knowledge, and eagerness to help. The irony |
| Does Ike's passenger? Sure. Will some cab drivers | | | | of this is that the more easy and effortless the work |
| refuse to come back at a set time for fear of losing | | | | for the consultant, the greater the value it has for |
| a juicier fare or a longer ride that may or may not | | | | the client. For the consultant, the intersection of joy |
| come along? You bet.5. When picking up or dropping | | | | and business is called profit. Marketer, speaker, and |
| off from the airport, Ike always finds out a little bit | | | | author Seth Godin believes that in any business |
| about his passenger. Is this his first time in town? | | | | relationship, the sooner you ask for money, the less |
| How long is his visit? If Ike discovers that his | | | | you will get. This has interesting implications for the |
| passenger has come for business and hasn't any time | | | | consulting business, where knowledge and expertise |
| to see the sights or experience the city, he offers to | | | | (and to a certain extent, even conversation) has |
| take the passenger on a 10-minute sightseeing tour | | | | monetary value.I happen to believe in the concept of |
| of downtown. Pointing out the highlights, sharing a | | | | value-first selling. In other words, you should give |
| little history, and telling a few stories, Ike has his | | | | clients valuable information and point them to |
| passenger back on his way with a real flavor of the | | | | resources they need, even before you're hired. You |
| city that he loves. Is this a gimmick to add 10 | | | | should work to make prospects think, "Wow, this |
| minutes to the meter? With some cabbies, it might | | | | guy is a goldmine. Imagine what we'd get if we |
| be. But Ike's passion and knowledge and eagerness | | | | actually HIRED him."Now a lot of sales and consulting |
| to share it with his passengers cannot be faked. | | | | experts call this "spilling the candy in the lobby" and |
| Would a friend do the same for you on your way | | | | they advise strongly against it. And I would advise |
| out of town? Absolutely.Let's turn our focus to the | | | | against it too - if you're only carrying one bowl of |
| lessons for consulting. Feel free to compare these | | | | candy. But without bragging, I can safely say that |
| consulting tips with the corresponding lessons from | | | | among great consultants (people who work at the |
| the taxi business above.1. Successful consultants | | | | intersection of passion and knowledge and eagerness |
| stand apart - both in form and in substance. Sales | | | | to help), we're a veritable candy store and are not |
| trainer, consultant, and author Jeffrey Gitomer uses a | | | | likely to run out anytime soon by sharing our gifts |
| half-dollar sized coin with his image and contact | | | | with clients that are hungry for what we have to |
| information (and some clever slogans like "In Sales | | | | offer.Would you help a friend with your knowledge |
| We Trust") engraved on it as his business card. | | | | and expertise? Sure you would. Perhaps clients are |
| People not only remember it, they keep it and they | | | | simply friends that pay you money? Think about |
| show it to their friends. Your initial impression might | | | | it.Beep, beep. "Hop in!"Marketing and innovation expert |
| be that he is successful, funny, creative, and | | | | David Newman has written 8 books and has been |
| different than every other "me-too" sales trainer | | | | quoted in dozens of national media outlets. David is |
| wearing a nice suit and carrying sharp white business | | | | also a sought-after speaker and seminar leader. Visit |
| cards (yawn).2. Successful consultants are not good | | | | for more free articles and resources. |