Can You Be A Consultant When Retired?

At one time or another, most executives con­sider marketing their expertise on their own, as Consultants The majority are somewhat successful, but many fail. Most commonly they overestimate the salability of their ser­vices and underestimate the effort needed to sell them.

There are things that consultants need to consider before setting in motion their after retirement business. Some of the pitfalls for new consultants include:

• Not realizing that consultants, especially new ones, spend more time selling their services than performing them.

• Wasting time on unproductive prospects.

• Choosing too broad a market in which to consult.

• Not learning to talk the client’s language. This is essential because many consultants sell a highly specialized service with its own vocabu­lary to an equally specialized customer who uses a completely different language.

To sell their services, successful consultants should do the following:

• Maintain pressure by keeping in touch with clients and prospects.

• Master such sales and marketing methods as the art of writing letters, making convincing phone calls, and developing presentations.

• Start at the top, contacting the chief execu­tives of the Fortune 1000 companies.

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