Home Sales and Negotiation The Irresistible Consultant’s Guide to Winning Clients

Learn the key ideas of the book by David A. Fields

The Irresistible Consultant’s Guide to Winning Clients

The guide to acquiring and to growing your number of clients

Consulting is a particular job, which requires a different approach to the customer, which stands out from the usual marketing mechanisms. In The Irresistible Consultant's Guide to Winning Clients, David A. Fields illustrates his 6 Pillars of Consulting Success, illustrating techniques and secrets that will help us perfect every aspect of our consulting business.

The Irresistible Consultant’s Guide to Winning Clients
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Listen in 21 min.

Reverse our way of thinking: the focus is not on us, but on our customers

The method which the author lays out for us in this book is founded on one key concept: that of radically changing the way we think. Like a sock that must be turned inside out if we want to put it in the right direction, so must our thinking be reversed for it to be effective in carrying out a consultant’s work.

This translates into a very simple idea: stop thinking about ourselves and start thinking about our customers.

This equates to a paradigm shift, if we are to understand that the world does not revolve around us, but that we revolve around the world. It is not us who are at the centre, but our customers, with their needs, their difficulties, and the objectives they need to achieve.

It may seem like a trivial matter, but it is not, because this change in perception is immediately reflected in all of our actions. We will no longer talk about ourselves, the experiences we have had, the numerous courses we have taken, the skills that distinguish us, but we will always bring the focus of our discourse to the customers. We will take a step back, to really enter their world, understand it well and think about how to make it better.

This new way of thinking is nothing shocking, in fact, we could simply call it common sense. The author provides us with a clear warning: if we make it ours, we will be successful as consultants, if we don't, we will always struggle.


The key ideas of "The Irresistible Consultant’s Guide to Winning Clients"

Reverse our way of thinking: the focus is not on us, but on our customers
Self-esteem: let's look for it in the right place, that is, not within ourselves, but in others
The measure of our value comes from the results we achieve
It is much better to sell what people want than to look for people who are willing to buy what we want to sell
Stop thinking about the ideal client and instead think about the right person
Finding the right problem is the key to winning customers
It is not necessary to have the solution of the century, it is a question of proposing effective solutions
Use an easy-to-remember phrase that describes what we do
Build your visibility through the kind of communication that leaves a mark on people
The toolbox to get yourself known: writing, speaking, networking, digital presence
Shift the focus from money to relationships, because that is where the real wealth lies
The best way to create new relationships: ask customers to introduce other people to us
There is a precise moment at which the relationship can be moved from a personal to a professional level
Knowing our customers better than anyone else in order to become the natural and obvious choice
Clarify the context in which you will work
Closing a deal is not an isolated achievement, but the consequence of all the work done leading up to it
Even in a negotiation, the customer's point of view comes before ours
Take-home message

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