Becoming an 'Unpaid Consultant'

The highest compliment that a customer can ever pay you is to confer upon you the title of "Unpaid Consultant." To want your opinion when they are not buying. To value your knowledge enough to want to take advantage of your expertise.

Examples: If you sell automobiles, to get your opinion on which of a competitor's two models is a better choice for a child going to college. If you sell printing, your thoughts on whether a new ink is appropriate for a packaging project that doesn't actually involve you.

The point is this: People don't ask for input from those whose opinions they do not value. When a customer asks for your advice under these circumstances, the message is loud and clear: They view you as an expert. Give the request your very best effort, every time. I assure you, you will be rewarded many times over.