Do customers value information through consultancy?

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Permalink Reply by Skip Anderson on June 7, 2008 at 4:26am

As a sales trainer, my "product" is "expertise" (yes, I have a book deal in the works for a book I've already completed, but that's an adjuct product to what I offer as a consultant). There is a tremendous need in the business community for expertise of all types, imo.

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Permalink Reply by Nesh Thompson on June 9, 2008 at 7:44am

I'm of the opinion that expertise is in fact one of the most valuable commodities available and I think you benefit from only offering that Skip. I wonder though if that perception in expertise becomes altered in relation to aligning it with a product.

For example, we know that cars are valuable, but in comparison taking driving lessons is a small amount to pay in learning to drive a highly complex machine. I think that the knowledge of driving the car is more valuable than the car itself because without it the car is worthless.

Does knowledge then get diluted because it is associated with a product?

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Permalink Reply by Michael Byrne on August 18, 2008 at 2:41pm

Nesh

Product knowledge is the starting point. Let’s take your example, of the car and the driving lessons. Knowing everything there is to know about cars is great if you are in front of someone who wants to know every last detail... (like the names of the cows slaughtered to make the leather for car upholstery....) Knowledge of standard operating procedures is far more powerful.
Reflecting on the intended use your prospect has for the car is much more powerful. A parent of three small kids has a different intended use for a car than a testosterone laden 22 year old single guy without kids.
With respect to whether customers value your knowledge, they do, and will pay for it...
...if you possess the competency to remain relevant.

Hope this helps.

Michael

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