Dear Liz,
I respect your opinion a lot and I'm in a jam. I guess I have a good problem to have, but it's still a problem.
In the summer of 2014 I quit my job as Marketing Director for our city's Convention and Visitors Bureau and I opened my own consulting practice. I am grateful that things are going so well.
I grew my small business to the same income I had from the Convention and Visitors Bureau within eight months.
Now I'm at a comfortable place where I have as much work as I can handle. I also give back to my community - I teach a free marketing workshop for our Small Business Development Center and I belong to two not-for-profit Boards.
Here's my problem:
Every single day people I don't know or just barely know ask me for free consulting. They say they want to take me to lunch to pick my brain, or they ask me to donate the marketing for whatever cause they're involved in.
I have a polite, form-letter type email message that I send out, that explains that I decide on my philanthropic activities well in advance of a given year (e.g., my 2016 'give-back' plan is already set in stone) and that I can't take new requests during the year.
That's okay for email, but people come up to me in person at Chamber events, at my child's preschool and in the grocery store, too!
They are really pushy. They say things like "Remember when we worked on that committee together in 2005? Surely you can have coffee with me and help me with my marketing -- since we're friends?"
We aren't really friends at all. They are leaning on a friendship that doesn't exist, just to get free services.
It's annoying but I don't know how to say "You have to pay me for consulting" in the moment.
Can you please share your advice with me?
Thanks!
Yours,
Margarita
Dear Margarita,
Congratulations on your consulting business launch, and on your success! Now you are experiencing growing pains. Every consultant does!
IT consultants are plagued with requests to "take a quick look at my network" from people they've only met once, for five minutes.
Marketing consultants like you are besieged with requests to "just share a few ideas."
Resume writers tell us that they can't walk ten feet down the sidewalk in their towns without people coming up to them asking for free services for themselves or their family members.
The good news is that you have enough of these flies buzzing around you to step into your power now and develop a script for these situations. Once you grow the "I'd love to meet, and here's what that will cost you" muscle, it will never fail you!
Keep this in mind, Margarita: real friends care about you more than they care about themselves.
Real friends want you to succeed. They want your business to thrive.
Real friends won't ask you for free consulting, much less badger you for it!
Your first step is to get a business card that includes your contact information on one side and your rates for simple one-time services (like a one-time, one-hour consult) on the back.
When someone accosts you at preschool or the supermarket you'll hand them a card and say "That sounds great! I'd love to have lunch if I can be of help. My rate for that one-hour consult is on this card."
Then smile and turn and start a conversation with someone else.
We teach our clients never to say "No" if they can possibly avoid it, but to say "Yes, and..." instead.
That way you are never the bad guy -- you're the good guy, and you have a service already conceived and packaged for almost every need!
Here are two scripts to illustrate:
Script One: At The Grocery Store
Someone: So Margarita, I heard you've got your own business now. That's fantastic! You could really help me get my new record label off the ground. Can we have coffee so I can pick your brain?
You: For sure! Here's my card. Take a look at my one-hour consult service, which is explained on the back of the card, and email me some good times to meet if you're interested in getting together.
Someone: (affronted, glancing down at your business card) No, no, this rate is for real consulting -- I just want to have a friendly cup of coffee and get some ideas!
You: For sure! That's what my business is -- it's an advice-giving business. I have to run but I'm thrilled to hear about your record label! (Exit stage left)
Script Two: At The Kiddie Pool
Someone: Hi Margarita! How funny to run into you - someone just sent me a link to your site. It's amazing!
You: Thank you!
Someone: Listen, I've been meaning to look you up and have lunch with you. I need some advice on my social media presence.
You: Fantastic! I don't have my cards with me here in the pool of course, but if you send me an email message I'll send you my rates for one-hour consults.
Someone: Rate? I don't want a consult. I just want to have a friendly lunch and get some ideas.
You: That sounds fantastic! We can do a one-hour consult over lunch, over coffee or on the phone, or you could come to my office.
Someone: I don't want to pay you -- I mean, we're friends!
You: I'm so fortunate to know so many great businesspeople here in town, and many of them are clients and friends both. My one-hour consult is popular but I understand that it isn't right for everybody. If it works for you we can set something up. Have a great swim!
(Exit stage right)
