There are two ways to look at the Consultant Approach to Marketing, covered in both the descriptions below as well as the example scripts and video clips.
The first angle to approaching your clients from a consultative standpoint revolves around the quote, “prescription before diagnosis is malpractice.” This angle is based on asking questions designed to gain insight and understanding before making any recommendations or asking for any business. This is a great approach when you have a solid compelling introduction to the call; if you’ve not positioned yourself with enough value that they want to engage with you, your ultimate success with this approach will not exist since you won’t be able to ask them even your first question. Your introduction must differentiate why you have earned the right to this conversation, and why you are different than other recruiters from which they hear. This angle lends itself to a higher chance for new business, since you are able to first diagnose and then prescribe a medication that is targeted specifically to their pain.
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