Short Free Consultation for a Lead

I just did a short free consultation for a lead today. I was a bit surprised by how it went, so I wanted to write it down.

The lead just had an idea and no clear plan, just a very cloudy, directionless mess of:

Step 1: Idea~!!

Step 2: Something~!!

Step 3: Profit~!!

It’s okay, I usually just let them voice out all the ideas and whatever they have in mind. I try to understand the shape of things, then start my usual “interrogation,” which actually acts more like a “guide” to let them draw out the important objectives, flows, and results.

From there, I usually start “shooting down” their ideas with obvious foreseeable challenges. But these are actually “triggers” to let them drill down into what they want to do and notify them of blind spots they will face with their ideas. Then, from their responses, I can gauge which direction they would like to go.

By then, they already have a clearer plan, with the objective, project flow, and intended end results in a “word-able” state. This is the most valuable thing I can bring to them at this early stage of their idea and plan.

Because now they can actually start thinking in detail and plan things out properly, knowing what direction to go with, how to go with it, and what options are available.

Even if they don’t become my client, at least they can bring whatever we discussed to someone else and be able to kickstart things. (Especially since I already explained how my consultancy structure works, so I doubt they will still fall into any bad traps from vendors).

I was surprised because throughout the call, it started with the person who initially contacted me to set up the call. With background sound like got a team in meeting room. Then, maybe because I left an impression, another person with a different role, who sounded higher-ranking, also took over the call and discussed more management and financial-related aspects of things.

It was an interesting 25min call.

And they were interested in another meeting, physically.

I personally prefer online meeting, since the weather is just not so good lately.