経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

業者とコンサルの「決定的な違い」

投稿日:

こんにちは。NISHIです。

ダメなコンサルのやりとりに
こんなものがあります。

=====

クライアント:
「売上を上げたいんです」

コンサル:
「じゃあ売上を上げましょう!
そのためには○○がいいですよ!」

=====

こういう人、未だに結構います。

これ、コンサルの話をしていますが、
ダメなビジネスマンにも同じ特徴があります。
何だかわかります??

問題点や悩みを具体化できていない。
——————————————-

ということ。

コンサルでこのパターンをやっちゃうと
大抵の場合、

うまくいかない
思ったほど成果が出ない
お客との関係性もよくならない

といった結果になるんですよね。
クライアントから信頼を勝ち取ることが
できないわけです。

売上を上げたい

売上を上げましょう!!
それなら○○がいいですよ!

なんて返答でしたら機械でもできます。
むしろ機械の方がマシです。正確だし。

前職時代にも

「さっさとサルからコンサルになりなさい」

なんてことを言われた経験がありますが、
こんな返答をしていたら

本当に「ただのサル」。

コンサルだろうが
ビジネスマンだろうが致命的。

例えば、
「売上を上げたい」というニーズにも、
その行為の【裏】や【先】には
【目的】があるわけです。

ここでざっくりとした
クライアントとコンサルの会話を
見てみましょう。

===

お客:
「売上を上げたいんです。」

コンサル:
「具体的にどれだけアップさせたいですか?」

お客:
「んー、月100万円ほどですかね…」

コンサル:
「なぜ、月100万なんです?」

お客:
「いや、なんとなく…」

コンサル:
「ちょっと経費の内訳見せてもらえます?」

お客:
「わかりました」

コンサル:
「この媒体費用、高くないです??
これ、かなり負担になってません??

お客:
「そうなんです…。
でもこの媒体に出すしかなくて…」

コンサル:
「本当に?」

お客:
「いや、他にあれば他の広告に
切り替えたいんですけど…」

コンサル:
「だったら、○○はどうでしょう?
仮に○○に切り替えれば、
売上に関しては30万ほど上げれば
同じ利益になりますよ。」

===

ものすごーーくテキトーに
簡略化して書きましたが、
伝わりますかね??

===
お客:
「売上を上げたい」

売上を上げましょう
それなら○○がいいですよ!
====

というやりとりと比べて、
○○という提案は変わらない。
結論である提案は変わりませんが、
お客が抱える問題点は具体的になり、
実行に対する納得度も高くなります。

実行に対する納得度が高くなれば、
成功確率も跳ね上がります。

で、何より決定的なポイントは、
月に100万円も売上アップさせる必要は
実際にはなかったということ。

つまり、

お客が問題と思っていたことは
実は問題ではなかったわけです。
————————–

これが判明した。

すると何が起こるか?

そう、
クライアントからの信頼が
飛躍的にアップします。

これが業者とコンサルの決定的な違い。
クライアントからの見られ方、
脳内のポジションが変わるわけです。

杓子定規的に自動反応するのではなく、
相手の問題点を具体的に、明確にする。
その力をつけ、使えるか、否か。

クライアントから見て
ただの業者になるのか、
信頼あるコンサルになるのか。
その分水嶺はここにあります。

では。

NISHI

-日記

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