Hold on there, Abernathy!
You’ve built a relationship with this person. They may have been referred to you or you connected at a networking event then she or he simply called on you in your business. No matter how that initial meeting occurred you have now reached a point of mutual trust.
Before you go putting money down or signing an order or otherwise making a purchase from your new friend, what do you know about the team of which they are part? You are talking to someone standing on the shoulders of the those who are actually going to take care of you. Based on my experience I’d bet that the salesperson could not do some of the things the team must, to fulfill your expectations. This complex world of interlocking abilities and services that cross continents require that you pay attention.
You need to care, bunky.
You need to dig into the technology they are using and how they are applying the capabilities vis a vis your desired outcomes. Where are they in terms of their technology? What training do they have to work together smoothly?
Are those selling promises of better, faster and cheaper for real? What if the blandishments were better, faster and more expensive? Would the deal still look good? What if it were just a little bit better or faster and involved an expense you had not anticipated?
The consultant’s promise.
Frequently you will be faced with a decision to bet on the come if you have asked a consultant to look at your business concerns. He or she will delve into your data and statistics to find specific areas where you might profit from small changes in how you operate. You will have to do the work or hire their team to do it and monitor it to be sure you are getting the expected returns. Unfortunately, you have to decide before the work can proceed.
When it’s a no brainer.
Could you figure it out on your own? Probably. Could you train a team and shift them from their current roles to affect the changes? With some difficulty. Could you do it as fast, as well and at a reasonable price? I doubt it.
When the expected outcomes generate more savings or output or sufficient quality shifts to pay the consultant’s team fees in short order you don’t need to burn brain power to come to a conclusion. Those same improvements over more time will continue to make the organization more profitable.
Credibility to Cash
Every organization needs outside consultants, coaches, teams and technology to take it up a notch. Whether you provide a service or a product or a combination you get trapped in the day to day and can’t see the possibilities as well as an outsider.
Talk to an outsider with proven credentials about improving your product or service or the team that provide them.
Go from Credibility to Cash.
Jerry Fletcher is a sought-after International Speaker, founder and CEO of Z-axis Marketing, Inc. and a Certified WHYos Coach. See Jerry’s speaker demo reel.
His consulting practice, founded in 1990, is known for on and off-line Trust-based Consultant Marketing advice that builds businesses, brands and lives of joy.
Credibility to Cash TM is his latest way to share experiences so you can take your business up a notch…or two. Get the Newslog at his consulting site.