How to Avoid Giving Away Free Consulting 
© Michael Losier  

After spending 30 minutes in a coffee shop with a potential client, I realized that the sheet of paper they were writing on was almost full, full of ideas that I gave away for free. If you consult, coach or are in the advice-giving field, you may have experienced this as well. There are some valuable techniques to practice that will prevent you from giving away free consulting.

In most cases, I prefer to meet potential clients for about 30 minutes, to see if we are a match, that is, can I offer a service to them and do they need it. I like to give something for free so the potential client can get a sample of my service. Giving one or two pieces of information away for free is OK, however, not 30 minutes worth.

Client Interviews (Get-To-Know Session)

When meeting with a potential client, your goal is to uncover a need that they may have that matches a service that you provide. How can you do this? Ask open-ended questions, that is, ask questions that will evoke a conversation. For example, an open-ended question may start with the words, "tell me," or "what is," "when do," etc. Open-ended questions will have the client give you more that just a yes or no answer. In their answer, it is most likely that they will reveal a problem, exactly for which you were hoping.

After hearing a series of problems that you can solve through your services, it is important to state that you have solutions to their problems. Do not offer the solution here, but suggest that there are solutions and that by working with you, they can resolve these problems.

Make it clear to the client during the conversation that this is your work and you charge a fee for such a consultation. This area seems to be most sensitive to your friends and family. Keep your boundaries clear - you charge for your services. Make a policy about consulting to your friends/family.

To summarize: it is your responsibility to avoid giving away your free service.

• Probe the potential client through questioning to find their needs and problems.

• Once you have heard their needs and problems, mention that you have solutions for them.

• Be clear throughout the conversation that this is your career and you would be happy to work with them.

• Have a policy in place for friends and family in the event they want your services for free.

Once you have mastered this skill, you will increase your confidence in asking the right questions to earn a new client.

Michael Losier is an N.L.P. Practitioner and a Business Success Coach living in Victoria, BC Canada. He facilitates a number of live communication and business related seminars, workshops, and international TeleClasses. His TeleClasses can be found at TeleClass International http://www.teleclassinternational.com/

Michael assists and supports Business owners and Entrepreneurs so they can more easily attract customers to their business