It’s showtime! You are finally onboarded on to the expert platform, and it’s time to share and radiate your in-depth knowledge and provide insights to the client. An outstanding expert call is usually not only engaging for the end user but creates a virtuous cycle. It creates the opportunity for follow-up calls, a potential for in depth engagements, and it establishes a name for you within the expert network which opens you to new opportunities within your specific area of expertise. We have outlined below some key tips to master a remunerated consulting call with the end client:
(1) Be punctual – Being able to address the client’s project requirements is the key to succeed a one-on-one consulting engagement, but it is of upmost importance to ensure that you are available couple of minutes before the scheduled time. Ensure that you have good coverage if you are going to dial in or a stable Wi-Fi connection, along with a quiet place to calmly focus and attend the interaction. Rescheduling or failing to show up on calls will immediately create a bad impression in front of the client and the expert network, which may result in decreasing your probability of being invited to future projects and engagements.
(2) Be concrete and precise – The main objective of the call is for you to share the insights that you have accumulated over your career. Clients expect information that goes beyond a Google search or online available presentations. Thus, a good expert call entails clear communication; outlining specific names, numbers and examples, wherever possible, to provide the highest level of value possible to the end customer.
(3) It is perfectly fine to go above the one-hour mark – Most initial consultations are set up for 60 minutes, but as an expert you need not restrict the conversation to that time. Don’t hesitate to discuss additional aspects and elaborate on further topics. This demonstrates proactivity from the expert’s side and may give the client clarity on what features they can review with you on follow-up calls. Let the client close the conversation, should there be restraints in time.
(4) Don’t hesitate to go off-script if required – The client usually has pre-set vetting questions that they would like to emphasize most during the call, but they are always open to getting a deeper understanding on areas that they may not have considered. Don’t limit yourself to the questionnaire if you believe it may be useful to elaborate on examples and further explanations that could generate value to the client. If in doubt, you can always double-check the relevance of these with the client to ensure that it assists their research.
(5) It is okay to disagree and counter argue the clients validations  – Don’t hold back on your perspective regardless of whether it is different from the one the client may want to consolidate on. The client is investigating a certain thesis, and they appreciate contradictory opinions so that they can verify the basis of their research and can compare and contrast their opinions.
(6) If you are unsure about certain aspects, it’s better to be upfront – Clients usually have numerous questions so if you are in doubt or are unsure about a question the client will not be offended. It is always better to be honest about your knowledge than improvising and providing incorrect information, since clients can quickly detect anomalies and this may backfire on your credibility as an expert.
(7) Be compliant at all times – Don’t provide any confidential information or any Material Non-Public Information just to please the client. Violating these rules will permanently blacklist you on the expert network and put you in trouble with third party stakeholder’s with whom you have contractual obligations with. The best way to ensure that you remain within the rules is to review the terms and conditions thoroughly prior to the call and check that the information you provide is readily available in the public. For further information, please review Golden Apple’s compliance section.
