Mal Emery
Mal came back onto stage and presented to us a wealth of information on how to become a freelance coach or consultant.
His point was to be a wizard or guru you need to follow five main principles:
- Accentuate your position
- Exaggerate your personality
- Reveal your flaws
- Sharpen your message
- Embellish your heroics
Great advice for those wishing to succeed further in this game.
Me as a business consultant, a few things resonated that Mal said which I agree. Not that I would probably use some of Mal’s terminology. This is not the point I am making. It is about accepting as a consultant clients will move on or not use you anymore.
Here is how Mal says it: (Kurt’s Comment: Apologies Mal if I am quoting slightly incorrectly – we may have to view the video replay to confirm. By the way; always, always get the DVD recordings of a seminar. Don’t expect your brain to remember because it won’t !):
- Clients are like horses they all eventually go lame;
(Kurt: I don’t think Mal is suggesting to shoot them though, do you ???) - Ultimately your message will lose it’s gloss;
- They quickly forget how you helped them get there;
(Kurt: And I have seen this many times, just get over it and move onwards.) - They don’t value what you did for them after they get it;
(Kurt: I have heard clients say things like, “Is that all, that doesn’t look hard.”)
Kurt’s Footnote:
Interesting points and I must admit I concur. As a consultant you have only two things to sell:
- Your time; and
- Your knowledge.
Treasure and respect both and so will your clients.
Cheers and Great Selling
Kurt
About Kurt
