When a client goes to great lengths to spend thousands or even millions of dollars to hire a consultant, he is not doing so simply because he has a lot of money to spend or because he does not have enough employees to assign him additional tasks; Consultants are seen as seasoned experts with exceptional skills that are considered rare.
Clients believe that such skills, knowledge and experiences possessed by consultants are necessary to help advance their businesses or solve some of the challenges they may face. Consultants occupy very delicate positions; customers trust the information they provide to make important business decisions. So it is understandable that the average client is quite picky about choosing a consultant.
Many people present themselves as consultants these days and it makes it increasingly difficult for potential clients to sift the wheat from the chaff and separate the seasoned professionals from those who want to be. It is even more difficult for newcomers to the consulting profession to get clients, as they have not been tested and cannot be trusted.
Therefore, to stand out as a consultant, whether as a newbie or as a seasoned professional, it is important to build your credibility. This article will show you some unique strategies you can adopt to build your credibility as a consultant in your field, so that instead of chasing clients; They will be the ones to chase you with job offers.
Building credibility as a consultant involves establishing your expertise, letting people know that you are an expert in your field. Almost anyone can claim to be a consultant, but the real questions your clients would like answered before hiring you are:
• Do you have extensive knowledge of the field / industry / business?
• Have you been successful in consulting for similar businesses in the past?
• Can you be trusted to run their business, that is, can they trust the information you provide?
• How long have you been in business?
You should position your consulting business in such a way that these questions are easily answered and your experience / knowledge is rarely questioned.
According to Larina Kase, credibility can be:
• Presumed – This is when people have assumptions or ideas about your credibility.
• Earned: when you have established credibility based on your performances over time.
• Reputed: In this case, many people can attest to your credibility. There are many testimonials and reviews that prove your credibility.
• Surface: people generally get a first impression of your credibility as a result of your appearance and appearance.
To establish any of these types of credibility, you must:
Share information
The fastest way to convince someone that you know a lot about something is to share some of what you know with that person. People will easily trust your abilities when you can show them that you have extensive knowledge of the subject. It’s pretty easy to post information these days; You can do it in any of the following ways:
Write books on specific topics / topics within your field.
Create a blog and start sharing valuable information.
Talk to the editor of your local newspaper / magazine about how to start a column in your newspaper to discuss topics related to your field.
Write guest posts for credible, high-traffic online blogs and magazines.
Offer free services
To get reviews and testimonials, you need to have done some work. But how do you do that when no one is willing to offer you a job without reviews? That simple; what you need to do is find some non-profit organizations that you can offer your services to for free. In turn, you would get the reviews you need to get bigger, higher paying clients.
Organize seminars
This is not just a way to build credibility; it is also a very effective marketing strategy. When you host your own seminars or act as a guest speaker at other people’s events, it gives you a platform to show off your knowledge and skills, and of course get some clients for your business. It’s even easier to organize webinars. Internet-based seminars known as webinars allow you to talk to thousands of people around the world without moving an inch.
TV / radio shows and interviews
I was referred to one of my clients who was looking for ways to market his newly established auto mechanic shop and I told him what we were going to do – we were going to start our own 30 minute radio show where we would discuss different car problems and how people can fix them. In fact, he said he was crazy and wouldn’t accept the idea until I offered to pay for the first two sessions. The conversions were so crazy and let’s say I got my money back in multiple multiples.
Many people watch television and listen to the radio on a daily basis. I mean people who don’t even visit the internet regularly. When you share your knowledge using this medium, it is very easy to quickly gain a reputation and establish credibility.
Dress appropriately
Many consultants make the mistake of thinking that their fashion sense has nothing to do with their professional skills and experience. This is bad. It’s not uncommon for people to judge you on your appearance. This is what is known as perceived credibility. If your wardrobe isn’t screaming ‘professional consultant’ yet, then it’s time for a new wardrobe.
Be seen in the right circles
Lastly, be sure to start networking and hanging out with the right people. Imagine that you have the privilege of starting to go out and be seen with someone like Bill Gates or Mark Zuckerberg; Of course, people would generally assume that you are also a billionaire or that you have unique potential to be able to hang out with such people.
Sometimes in the consulting profession you have to pretend until you make it and one of the ways to do that is to start dating credible professionals, not necessarily in the same field as you, but with people who are known to be experts in their field. own field. countryside. That way, some of your credibility will rub off on you and clients will start to feel more comfortable hiring you.