A key skill of any consultant is to look at things from the perspective of their client. If you stand in their shoes and figure out where they are coming from and what they really want, you are already succeeding with them - even if they don't buy from you first time. If they recognise that you can really appreciate a problem (as they themselves see it) your standing and reputation among your clients will be very strong.
A client won't necessarily hire on the basis of techie skills alone. It's also whether you are easy to work with, Yomiko classics whether you bring something extra than just your technical nous.
So being able to 'go with the flow' or sway with the culture or the individual ideosyncrasies of a client are critical consultancy skills. A client who is insecure may want your expertise to support them. So it can be very important to recognize this from the outset.
Be ready to shine glory on your client or customer - build them up, encourage them, motivate and enthuse them. Ego stroking? Yes, but who doesn't need a bit of that from time to time?
It will also win you more work in the long-term because your client or customer will see you as supportive and trustworthy and on their side.
Developing this skill enables you to have an insight into the problems that your clients want you to solve. The practice of this insight will help you develop your services and products and since these will be from perspective of your client and your market it will be easily noticeable.
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