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Sell-Yourself Tips For Consultants, by Patricia Fripp, CSP, CPAE
As a consultant, you are continually selling yourself. 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. All rights reserved.
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