Consultant Loots A Burning House

This is my favorite winning stratagem. You can never lose if you follow it - it’s both simple and powerful. Today it is even more relevant than ever - every customer is in pain: budgets slashed, personnel cut, projects stopped, competition tougher than ever. It’s time to loot a burning house:

by Krawiec @ USA - NJ

Keep gathering internal information about an enemy. If the enemy is currently in its weakest state ever, attack it without mercy and totally destroy it to prevent future troubles. - Wikipedia

The consultant’s best attack is offering his services when the customer is in need. And customers today are in need.

Stop BS’ing, Solve Customers Problems

Today, times are different. Simply offering long-standing programs and promising a better future is not working anymore. Customers are in pain, and they need relief now. Offer services that solve their problems fast or do not offer anything at all. The winning strategy I use is simple:

• Solve problem fast.
• Teach the customers to solve their own problems.

Solve Problem Fast

To solve the customer’s problem, first you need to identify it. Ask him - “What’s your biggest problem right now? What’s burning your house down?”. Don’t even bother with the small stuff. Go for the big wins by going after the big problems.

Teach The Customer To Solve Problems

When you solve the customer’s biggest problem, the surest way to win customer’s heart is to transfer the knowledge and teach him how to solve it on his own. The next time the customer hits a similar problem he may try to solve it himself. Or he will call you. Without your knowledge transfer the customer will look for the solution on Google. What’s the chance he will land on your page? Zero - unless you not only transfer the knowledge but also back it on your blog. When you finish the gig provide conspicuous links in your report to your posts.  This way the customer will not use Google to look for solutions, and instead will search for your blog. Or he may even skip the Internet and go straight to your report - which of course links directly to your site.

Practice This - Get Results

• Ask your customer, “What’s your biggest problem? What’s burning your house down?”
• Solve the customer’s biggest problem fast.
• Teach your customer to solve problems on his own.

My Related Posts

• Consultant Substitutes Leisure For Labour
• Consultant “Kills” With A Borrowed Knife
• Consultant Besieges Wèi To Rescue Zhào
• Consultant Deceive The Heavens To Cross The Ocean. And Wins.

Editor in chief – Jimmy May