Wow! Don’t you love the hype around marketing and branding? I was offered a free phone consultation for help on my brand and business image. I must say I felt a little special that a professional was going to spend 20 minutes of their time with me.
I spent some time preparing, sent them a summary of my progress so far in this area, so at least they might have some idea of me and my business – I was excited and eagerly awaited their call. I was quite happy to be “sold” to extra services, providing I felt understood.
Then the call started – six minutes later than planned. They talk fast, they drop lots of jargon like “niche within a niche.” Through the course of the call, I realise not only have they not read my document, they have hardly even googled my business or even know what I do!
The suggestions made are things I’ve already done. Their phone is still connected to their car’s Bluetooth and their in-law knocks on the door to ask something while in the middle of the call. They let “slip” that they are off to Shanghai tomorrow, so they thought they would just “knock it off” before they leave (that is, by “it” they mean the onerous task of calling me).
Then, they flog the benefits of Facebook marketing as a “beast” and it should be used irrespective of the fact that they haven’ listened to my experience in this medium – at all.
If that was a lesson in what not to do, then when I thanked them for their time, I really did mean it.
So if you’re booking a 20-minute phone consultation, make sure of the following:
- you have researched the person and their business
- you set some mutual expectations and outcomes of the call, before the call or very early on in the call
- you are calm and prepared and have allowed 15 minutes either side of the call to focus on that client
- you spend more time listening than talking, so that you understand your potential client and their needs
- you are slow to suggest things, especially when it is clear they’ve already done them.
At the end of the day, your prospective client has honoured YOU with 20 minutes of their time, not the other way around.
Tania Byrnes, Founder, www.australianbusinessbreakthroughs.com.au
