Independent Consulting: Charging for Sales Meetings

As an independent consultant, the decision to charge for sales meetings is a critical one. Unlike employees or agency staff, consultants often wear multiple hats – from sales to delivery. This article explores the considerations in deciding whether to charge for these meetings.

Value of Time

One of the primary considerations is the value of your time. If your expertise is highly sought after, and the meeting could lead to significant business, charging a consultation fee might be justified. However, in some cases, it’s beneficial to keep the meeting free to encourage initial engagement. Potential clients may be more willing to spend time discussing their needs if they don’t have to pay for it upfront.

Types of Meetings

The type of meeting is also crucial. Initial exploratory meetings with new clients are often kept free to encourage potential engagement. However, if the meeting requires extensive preparation or deep dives into specific issues, you might consider charging a fee. This is especially true if the client is a new lead or if you have strong relationships with existing clients.

Client Relationship and Industry Standards

Your client relationship plays a significant role. For existing clients or those with whom you have a strong relationship, free meetings may be more acceptable. But with new leads, it might be more appropriate to charge a fee to ensure that clients understand the value of your time. Additionally, researching what other consultants in your field typically do can help you make a more informed decision. If charging for initial meetings is common in your industry, it may be beneficial to follow suit.

Service Offering and Communication

If you offer a free initial consultation as part of your service package, ensure that this is clearly communicated to potential clients. Ambiguity can lead to misunderstandings, which can damage your reputation and negatively impact your business.

Strategies Beyond Charging

While charging for sales meetings is an option, it's not the only strategy. Sales meetings are a valuable opportunity to showcase your capabilities and build trust with the customer. Even if the immediate business doesn’t materialize, trust takes time to build. Always try to add some industry insight or something helpful to the customer that isn’t billable.

For example, you might share something that was in the news that week and how it impacts your industry or area of expertise and how that relates to something they haven’t considered yet. This not only builds trust but also positions you as a thought leader in your industry.

Customer Validation and Sales Strategy

Some clients may abuse the system by bringing in several different consultants under the pretense of hiring them but with the true intention of validating their approach and getting implementation details flushed out. They may even ask you to submit a statement of work and cost estimate to make it seem more legitimate. Hopefully, you'll learn who these customers are fairly quickly and adjust your approach accordingly.

Ultimately, the key is to establish clear expectations upfront. Whether you choose to charge or not, communication is crucial. Transparency and professionalism will help you build strong, long-lasting client relationships.