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#87: Always Have Your Script

Posted By Mark Haas CMC FIMC, Tuesday, July 7, 2009
Updated: Tuesday, July 7, 2009
Although I am an experienced consultant, there are times I leave a client meeting or sales call and remember something else I should have said. Is it is appropriate to send a note later or call and make that missed point?

You can certainly do that but it is better to make your points all at once so you make them all, make them in the right sequence, supported them with your presence and nonverbal cues, and you can see the other person's reaction. I can understand that, as you get more experienced, the extent of your knowledge and examples of applied consulting grows. But there is nothing wrong with rigorous preparation for a sales call or client presentation. Sometimes we get overconfident that we are so experienced that we will have everything on the tip of our tongue. This wasn't true when we were new consultants and it isn't true for senior consultants.

Tip: Prepare scripts for important conversations. Whether you use them for advance practice, as last minute check aids, or for talking points in a session, these are essential to make all your points in as cogent and complete a manner as possible. For example, if you are making a preliminary sales call, lay out the key points of your personal story, the relevant issues with the prospect's firm, the scenario of your supporting them, and the imagined future after your engagement. Include side bar conversations about people you know in common, past engagements on similar issues, and recommendations for other consultants for related opportunities. All this can fit on a single sheet of paper, and if you make sure you have answered each of these issues, you will be prepared and deliver a complete pitch. And you won't have to worry about forgetting something next time.

© 2009 Institute of Management Consultants USA

Tags:  information management  learning  marketing  meeting preparation  presentations  sales  your consulting practice 

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