How to position yourself as a consultant through your communication style
Traditional communication advice tells you to speak with purpose, ask a lot of questions, and gather as much detail as you can. While this is great advice, what is the trick to communicating like a true consultant would? Arm yourself to be successful. The key to position yourself as a consultant must first start with your ability to flow through a conversation. Showing confidence in the subject matter speaks for itself in many ways.
Be concise – it’s harder to get what you want or help the client understand what they actually want if you give lengthy explanations.
Start off with a positive statement – if you begin the conversation in a positive way, there will be less room for negative perceptions. Focus your communication on the positive and how you will work together to complete the project. When you make others feel that they are being heard and their opinions are being considered, you will achieve faster and better results.
Make statements that start with I – psychologist Haim Ginott noticed that statements that start with you instead of I are usually more likely to be perceived as critical and to make others defensive. Instead of saying “you are not doing the job well” you can say “I see some areas that we can improve upon”. The I and we pronouns allow for an open, non-abrasive dialog.
Talk clearly about what you want – humans are not mind readers. So whether it’s during an interview, a meeting with a potential client, or nearing the end of project lifecycle, never assume your audience is already aware of what you are looking for.
Many professional consultants have mastered the art of communicating in an assertive, non aggressive way that is still polite in order to achieve their project objectives.
How to position yourself as a consultant during meetings
As recruiters, we are required to be a “chameleon”, adapting and altering our behaviors to match the person we are working with. A great consultant will do the same. People are narcissistic by nature, so when you are in a meeting with a client who you will be advising, do your best to analyze their mannerisms, the pace in which they speak, and what seems to be important to them. The more you mirror the behaviors of your clients during a meeting the more adaptable and in tune you will become.
This article is a continuation from What does it mean to be a consultant?