Consultants: How to turn smaller projects into bigger, more valuable opportunities.
The danger of consultants jumping into solution mode early.
Clients come to you with an issue and it's tempting to jump right to a solution.
Don't ...
Instead, take a moment to dig deeper. Ask questions to:
⇥ Uncover what’s really going on.
⇥ Explore the bigger picture.
⇥ Clarify the result they want.
⇥ Understand the business value.
Conversation can turn smaller projects into bigger, more valuable opportunities.
For you and the client.
And you're better positioned to deliver tangible results — and earn a higher fee.
That is a proper Win-Win.
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PS. Want to know how to get started with this style of selling? Send me a DM.