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...View Tips Archive
Sell-Yourself Tips for
Consultants
by Patricia Fripp, CSP,
CPAE
Mar. 9, 2002
As a consultant, you are continually
selling yourself to a committee or Board of Directors. Present
the best product you can.
Rehearse your opening. You
have only thirty seconds to grab the interest of your audience.
Don't waste it.
Wrong: "Ladies and gentlemen,
thank you for the opportunity..."
Right: "In the next ten
minutes I am going to convince you that the best decision you
can make is to invest in my services."
Focus on the bottom line. Stress
the results you will get for them.
Don't offer backup information
unless or until you are asked for it. It can interfere with the
"big picture."
Be "up." Low energy
and monotony will kill any presentation. Show genuine enthusiasm.
Be visual. People remember
what they "see" in their imaginations. Paint a vivid
picture in story form of how things will be when you have the
job.
"...six months from now,
when your business has increased 15%, your market share is 5%
higher, and your sales teams are in harmony for the first time...".
Have a strong closing. For
example, "Your next decision is not whether to hire me,
but whether can you afford not to!"
Patricia Fripp is a keynote
speaker, author and
speech coach. Sign up for her FREE ezine
http://www.fripp.com/speaking_newsletter.html
PFripp@fripp.com
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