created: 13. January 2014, updated: 28. January 2018
Safety is chargable
Why do clients want free advice?
There are many reasons. Mostly because:
- you are attractive. Need for sexual satisfaction.
- they are borred. Need for company.
- they seek self-affirmation. Need for self-actualization.
- they are desparate. Need for safety (trust).
- they are short on resources. Need for information.
What do you satisfy with an advice?
Mostly the need for safety (trust). Your advice is increasing business and personal safety. It is not satisfying sexually or socializing. Advice can partially satisfy self-actualization needs. It does not satisfy the need for information.
How to charge your advice?
As an consultant you must distinguish between:
- clients who need safety and clients who need information
- your job (consultant) and job of informers.
Few simple steps to reach this:
0. Be serious
Your web profile must show off seriousness, professionalism.
It is the best filter for those seeking only sexual (or other emotional) satisfaction.
1. Give information for free
All information which you are using at your work must be on your website, social media profiles. Prepare email templates for answerign common questions. Share links to free information.
Filter for those who need only information.
2. Search for well informed clients with a challenge
At first serious contact (phone) check the purpose of the client clearly. Does he have a defined challenge? Is he desperate? Is he well informed and already tried alternatives? Is he in the challenge long enough (raising the chances he is well informed already)?
Filter for those who need safety (trust).
3. Advice without work is training
Attorney gives you advice and makes the contract. Doctor advices you and makes the operation. Hairdresser advices you and does the hair cutting.
Do not scare your client with expensive advice after which he is left all alone. Potential client must know he will receive complete solution if he is not able to do it alone. Clearly state what he can get elsewhere and where is your added value.
4. Charge your work
If your advice is perfect you can charge your work properly. As much as there is added value (advice) and safety. Your free advice will become money.
So what is left for free?
Hazard. Information. Socializing.
So did you improve your clients safety lately?