“How To Seal The Deal In Seven Seconds”
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Small business resources for consulting contract internet business and web site business resources, small business development resources and books for consulting contract. This site page has the information to make a business website, with cheap internet hosting, for everyone who wants a profitable home based business opportunity. Can you close a sale in just seven seconds? You can do it even faster if you make a great first impression. Seven seconds is the average length of time you have to make a first impression. If your first impression is not good you won' t get another chance with that potential client. But if you make a great first impression you can bet that the client is more likely to take you and your company seriously.
Whether your initial meeting is face-to-face, over the phone or via the Internet, you do not have time to waste. It pays for you to understand how people make their first judgment and what you can do to be in control of the results.
1. LEARN WHAT PEOPLE USE TO FORM THEIR FIRST OPINION.
When you meet someone face-to-face, 93% of how you are judged is based on non-verbal data - your appearance and your body language. Only 7% is influenced by the words that you speak. Whoever said that you can't judge a book by its cover failed to note that people do. When your initial encounter is over the phone, 70% of how you are perceived is based on your tone of voice and 30% on your words. Clearly, it's not what you say - it's the way that you say it.
2. CHOOSE YOUR FIRST TWELVE WORDS CAREFULLY. Although research shows that your words make up a mere 7% of what people think of you in a one-on-one encounter, don't leave them to chance. Express some form of thank you when you meet the client. Perhaps, it is "Thank you for taking your time to see me today" or "Thank you for joining me for lunch." Clients appreciate you when you appreciate them.
3. USE THE OTHER PERSON'S NAME IMMEDIATELY.
There is no sweeter sound than that of our own name. When you use the client 's name in conversation within your first twelve words and the first seven seconds, you are sending a message that you value that person and are focused on him. Nothing gets other people's attention as effectively as calling them by name.
4. PAY ATTENTION TO YOUR HAIR.
Your clients will. In fact, they will notice your hair and face first. Putting off that much-needed haircut or color job may cost you the deal. Very few people want to do business with someone who is unkempt or whose hairstyle does not look professional. Don't let a bad hair day cost you the connection.
5. KEEP YOUR SHOES IN MINT CONDITION.
People will look from your face to your feet. If your shoes aren't well maintained, the client will question whether you pay attention to other details. Shoes should be polished as well as appropriate for the business environment. They may be the last thing you put on before you walk out the door, but they are often the first thing your client notices.
6. WALK FAST.
Studies show that people who walk 10-20% faster than others are viewed as important and energetic - just the kind of person your clients want to do business with. Pick up the pace and walk with purpose if you want to impress. You never know who may be watching.
7. FINE TUNE YOUR HANDSHAKE.
The first move you make when meeting your prospective client is to put out your hand. There isn't a businessperson anywhere who can't tell you that the good business handshake should be a firm one. Yet time and again people offer a limp hand to the client.
You'll be assured of giving an impressive grip and getting off to a good start if you position your hand to make complete contact with the other person's hand. Once you've connected, close your thumb over the back of the other person's hand and give a slight squeeze. You'll have the beginning of a good business relationship.
8. MAKE INTRODUCTIONS WITH STYLE.
It does matter whose name you say first and what words you use when making introductions in business. Because business etiquette is based on rank and hierarchy, you want to honor the senior or highest ranking person by saying his name first. When the client is present, he is always the most important person. Say the client's name first and introduce other people to the client. The correct words to use are "I'd like to introduce..." or "I'd like to introduce to you..." followed by the name of the other person.
9. NEVER LEAVE THE OFFICE WITHOUT YOUR BUSINESS CARDS.
Your business cards and how you handle them contribute to your total image. Have a good supply of them with you at all times since you never know when and where you will encounter a potential client. How unimpressive is it to ask for a person's card and have them say, " Oh, I'm sorry. I think I just gave my last one away." You get the feeling that this person has already met everyone he wants to know. Keep your cards in a card case or holder where they are protected from wear and tear. That way you will be able to find them without a lot of fumbling around, and they will always be in pristine condition.
10. MATCH YOUR BODY LANGUAGE TO YOUR VERBAL MESSAGE.
A smile or pleasant expression tells your clients that you are glad to be with them. Eye contact says you are paying attention and are interested in what is being said. Leaning in toward the client makes you appear engaged and involved in the conversation. Use as many signals as you can to look interested and interesting.
In the business environment, you plan your every move with potential clients. You arrange for the appointment, you prepare for the meeting, you rehearse for the presentation, but in spite of your best efforts, potential clients pop up in the most unexpected places and at the most bizarre times. For that reason, leave nothing to chance. Every time you walk out of your office, be ready to make a powerful first impression.
(c) 2004, Lydia Ramsey. All rights in all media reserved.
About the Author: Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author of MANNERS THAT SELL -ADDING THE POLISH THAT BUILDS PROFITS. She has been quoted or featured in The New York Times, Investors' Business Daily, Entrepreneur, Inc., Real Simple and Woman's Day. For more information about her programs, products and services, e-mail her at lydia@mannersthatsell.com or visit her web site http://www.mannersthatsell.com
“Steps to Breaking into and Succeeding as a Management Consultant”
Management consulting is one of the professions that endure in a slow economy.
Why? Because more than ever, companies need consultants to help them increase
revenues and cut costs.
Management consulting is also one of the highest paid professions in the United
States.
A recent survey by the Association of Management Consulting Firms found
entry-level consultants earn an average of $58,000 annually while senior
partners earn an average of $259,000 (including bonuses and profit sharing).
Self-employed consultants may earn $100 to $350 per hour.
Therefore, if you've been contemplating breaking into this field, wait no more.
(I'm glad I didn't!) The financial rewards are a real incentive. Other benefits
of the job include: intellectual challenge, prestige, opportunities to learn,
and high levels of job satisfaction.
Now let's talk about the two paths of management consulting to consider: working
for others and going solo.
If you don't have much experience or are a new
graduate, working for others is probably the wisest choice.
If you have already
gained sufficient professional experience in a specialized field, going solo is
a highly feasible option.
Whichever path you choose, here are some tips to break into and succeed in this field, based on the FabJob.com Guide to Become a Management Consultant http://www.fabjob.com/managementconsultant.asp?affiliate=236.
1. Develop your skills. Management consultants need to be skilled at
problem-solving, communication, and management skills such as scheduling and
delegating. Other skills and attributes that can help you land a job are basic
computer skills, leadership, and an ability to work well under stress.
2. Educate yourself. Contrary to popular belief, you don't need to have a
business degree, an MBA or even ANY degree to break into this field. (Having one
doesn't hurt either; in fact you'll be ahead in the game.) However, you should
keep up with current management issues through continuing education or reading
business publications.
3. Know what to expect from the job. Familiarize yourself with job titles,
specializations (from information technology to organizational development), and
the typical consulting job cycle (proposal, brainstorming, data gathering,
analysis, and presentation). Even better, learn how to prepare a proposal to get
consulting work.
4. Get experience. Ways to get management consulting experience include: pro
bono work (volunteering to consult for a non-profit organization), an
internship, or by becoming a summer associate for a consulting firm.
5. Decide where you want to work. If your career goal is to work for a
consulting firm, decide where you want to focus your job search. Types of
employers include multi-national firms (such as Accenture and McKinsey &
Company), small "boutique" firms, corporations, non-profit organizations, and
government institutions. Each employer has different advantages and
disadvantages.
6. Familiarize yourself with the consulting job hunt process. For instance, the
interview stage for a consulting position includes personality and resume
questions, communication questions and business case questions. You may even be
asked to make a presentation.
7. If you are considering starting your own firm. If you have an aptitude for
entrepreneurship, preliminary steps to starting a consulting business include
conducting market research, deciding whether to incorporate, and setting up your
office. You will also need to price your services (and decide whether to charge
hourly, daily, per project or on retainer), and attract clients through
networking, advertising, or publicity.
Finally, while it is not an absolute necessity, you may want to pursue a
professional designation as a certified management consultant to take your
career to the next level.
Management consulting is a very lucrative, recession-proof field. In fact, some
specialized consulting fields are experiencing a whopping increase of revenue
during the current slow economy. So get ready to plunge into this exciting and
highly rewarding profession. Just make sure to do your homework properly to
ensure success.
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Jennie S. Bev is the author of the FabJob.com Guide to Become a Management Consultant http://www.fabjob.com/managementconsultant.asp?affiliate=236, which was nominated for 2003 EPPIE award for excellence in electronic publishing (winners announced in March 2003). Jennie is a San Francisco-based professional writer, consultant and instructional designer. Her other highly praised e-book Write Industry Reports: Work at Home and Start Earning $5,000 in Royalties per Month is available through http://www.writingcareer.com/bev001.shtml. She can be reached via WritingGigs.com.
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The consulting contract contents are solely the opinion of the author and should not be considered as a form of advice, direction and/or recommendation of any kind. If expert advice or counseling is needed, services of a competent professional should be sought. The consulting contract author and the Publisher assume no responsibility or liability and specifically disclaim any warranty, express or implied for any products or services mentioned, or any techniques or practices described. The purchaser or reader of this publication assumes responsibility for the use of these materials and information. Neither the author nor the Publisher assumes any responsibility or liability whatsoever on the behalf of any purchaser or reader of these consulting contract materials.
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