Have you prep'ed killer words to introduce yourself (your elevator pitch) to potential clients? If you haven't already, you need to script the ‘first impression’ you’re creating.

Does this sound familiar? You meet a business exec, and say “Hi, my name is George, and I’m a consultant.”  Typical response? Click. You can bet that the client just put you in a box. Click, hung up the mental phone, goodnight, no need to keep listening --”I don't need a consultant, thanks anyway.” Talk about the kids, the weather, sports, but that exec has tuned out of your professional pitch.

Clients care about one thing: results. They're not going to hire you because you are a consultant, they'll hire you because you scratch an itch they can't reach.

Do you want a better mousetrap?

“Hi my name is [your name here], and I help companies grow by double digits... What if you could see clearly how to grow your company faster than your competitors? And what if I told you that almost every person I show this to asks me to help them? Do you have a few minutes? I’ll show you three things you can change to grow right away --for free, no strings attached.”

You need to make your listener curious. “Genuine curiosity lights a fire between people that is the foundation for mutual respect and lasting relationships” says Sales Coach Kira Callahan. “I’m an [Accountant/Consultant/Financial Planner/Banker…]” is a label that doesn’t spark any curiosity --opportunity fizzled.

What you should do instead is ask “What if you could see clearly how to grow your company faster than your competitors?” You’re sparking curiosity. You’ve described why your client should listen. It’s aspirational.

Ask yourself: what can you say that would make the listener ask for a meeting?  Take a few minutes and make a list of the results you can create for your clients. You're not allowed to add in your credentials or years of experience --save these for later, for overcoming objections. Instead, think of the end-state your client will experience by hiring you, and turn it into questions.

Marketing your firm and your personal skills are crucial to growing your practice. Our customers learn how to talk to prospects, and have the tools and training for success. It starts with a script that sparks curiosity; you'll satisfy the curiosity with immediate value --e.g. unique insights about their business. You can learn more from CoreValue Advisor Software’s webinars and our Fall Conference. Click for more information.

How do you start your business consulting conversations? We’d love to hear your techniques, please post them here or email blog@corevalueforadvisors.com.