Over the last 10 years I have increasingly moved from product businesses towards a services business.

In the world of private jets we had simple rules: if the trip is not paid, the plane doesn’t leave.  It was policy, not decision.

In the world of coaching leaders to build cultures of disciplined high performance, there is often a wide grey area between free discussion and paid consulting.  I find it very difficult to mark that line clearly.  I love talking about psychology and high performance and getting the best out of people.  I am interested.

My landlord only accepts money for rent.  Not good intention.  So I have to do the same myself.

6 Steps to Stop Being “Free”

1. Be clear on the results you can help them achieve – Can you explain what success looks like in a clear, concise, specific and compelling way?  in language that your target customers can really understand?
2. Show testimonials, examples, logos of past successes – capture testimonials and make them as specific as possilble
3. Find common passions or interests (liking) – build relationships that are broader than pure business
4. Respect yourself – know where you draw your line (Let the prospective client know that you are the most capable, dedicated and solution-oriented consultant they will find and that you normally charge X-amount for your time.)
5. Blog, write, speak, publish – direct your potential client there rather than give custom answers – thought leadership is free, customising the advice for a specific person and access to you should be expensive
6. Ask for the sale – Make yourself a product, set clear prices – and ask for the sale.  “Look, I think you value my advice – lets set up a 6 month deal – two meetings per month for €XX”

More on the fine line between free and paid consulting

• http://www.entrepreneur.com/blog/224949#ixzz2pby0SyXg