Most consultants treat the first call like an audition. They talk about themselves. They list credentials. They send a proposal before you finish your coffee.
I don't run my consultations that way, and I actually think you should be a little suspicious of anyone who does.
A consultation has a job to do. It's not to impress you. It's to get a few things clear for both of us, fast. Here's what I'm trying to settle in that first conversation.
Know What You Actually Get
You should walk away knowing what working with me looks like. What the engagement involves. What shows up on your calendar. What changes in your business, and what you get out of it.
If you hang up and can't answer "what do I get?" in one or two sentences, I failed. It's that simple.
Relationship Over Transaction
A transaction ends when the invoice is paid. A relationship ends when the problem is solved, and sometimes it keeps going after that.
I'm not interested in selling you a package and disappearing. The owners I work with need someone who stays in it with them, so that's how I show up from the very first call.
The Call Is About You
It's easy to spend a consultation talking about myself. My experience. My approach. My wins.
But you didn't book time to hear my story. You booked it because something in your business isn't working, or isn't growing the way you expected. So my attention stays on you, your business, and your situation. If I'm doing most of the talking, something is off.
Numbers Matter. People Matter More.
Cash flow, margins, headcount, pricing. I'll get into all of it, and you should want a consultant who can.
But every number on a spreadsheet started as a decision, and a person made it. Usually that person is an owner carrying more than they're saying out loud. Numbers tell me what happened. People tell me why. The why is where the real work is.
Two Hats, One Conversation
There are two hats I could wear on a first call.
The sales hat asks, "How do I close this?" The coaching hat asks, "What does this person actually need?"
I wear the coaching hat. Sometimes that leads to a yes. Sometimes it leads to an honest "you need something different" or "you're not ready for this yet." I'd rather give you the hard truth on a free call than a comfortable answer that costs you six months.
Fit Goes Both Ways
Most consultants walk into a first call hoping the prospect wants to work with them.
I walk in asking a different question. Do I want to work with them?
That might sound backwards. It isn't. The best work I've seen happens when both sides chose each other on purpose. You should be picky about who gets inside your business. I'm picky too, because I can't do my best work for someone I'm not the right fit for.
Start the Conversation
If you're an owner-operator who wants a straight conversation about your business, with someone who is listening before he's selling, that's what the first call is for.
No pitch. No pressure. Just a clear picture of what it would look like to work together, and an honest answer on whether we should.
