Articles Moving from free to fee

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Why be a Consultant?

The second edition of Ian's book, Consulting, Contracting and Freelancing: Be Your Own Boss, published by Allen & Unwin, was released in August 2007. The book is listed by Smart Business in Queensland - the State Government Business Advisory office as the recommended book for people going into small business.

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Newsletter # 26 dated March 2009 - click on the link on the RHS of this page, above the photo, to receive a copy

Ian Benjamin's Article - Moving from "free to fee".

Nearly every group of consultants that I have met raise this question. How do you convert the client who used to get if for nothing into a paying client? Very difficult, but look at point 3 below.

Here is a three point plan I have devised which has been proven to work. You may like to adapt it to your circumstances.

1. Turn professional

- package yourself, develop products

- speak as business adviser / consultant

- acquire quality tangibles (web site, business card, fees, etc)

2. When you hear the question...

which invites you to impart valuable information you can say...

(a) “Yes, that issue (Tony / Diana) is a really critical one. I am often asked about that by people in your position and yes, I can help you. It is a business issue - so let's do it in a business like way. Perhaps we can make a time to meet to discuss it?

(Pause) So, how about it, is next week and good for you? ... OR

(b) “Yes, that issue is a critical one and it is that question and related matters which are the basis of the service I provide to ... (people like you) ... OR

(c) “Yes, I can help you with that. It will need to be on a business basis though as the advice is valuable. Would you like to talk about that ...

3. Handling objections

(a) Make an offer I: Charge for the first service (a small type I job perhaps) and then offer a rebate against future work. Offer them the advice at whatever your fees are. (Not too low, then you have poor quality tangibles).

(b) Make an offer II: Here is my book you can read about it for $19.95 or $75 (as the case may be), or we can look at your particular situation in detail.

(c) If they persist, ask: Is there any reason you can’t pay for the advice? Are you a charity? Are you in a desperate situation? If so, they need it: if not, they can afford to pay.

End box:

Book details: ‘Consulting Contracting and Freelancing – be your own boss’, Ian Benjamin, Allen & Unwin, Sydney 2003, 2007

Website: www.ianbenjamin.com.au

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