Audits are a great way to sell your expertise to help solve your client’s or prospective client’s problems.
Have you ever had someone want to “pick your brain” because they had a problem and thought maybe you could help them solve it?
Or… they’re having issues with (fill in the blank) and wondered if you could take a look at it for them. In other words, you’re troubleshooting the problem for them. I know I have.
Now, I’m all for helping people but there should be a limit on how much time and expertise you give away for free. Discovery Sessions are a great way to find out if you can help prospective clients but they should not turn into Solution or Troubleshooting Sessions.
Get Paid For Solving Problems
When you’re either troubleshooting an issue or giving someone the solution to a problem, you should be paid for it. An audit is where you sell your expertise as a consultant to either troubleshoot an issue or figure out the solution to a problem.
Let me give you an example of what I mean.
I had a prospective client reach out to me because they were having issues with their Infusionsoft and wanted to know if I could fix it. So, during the Discovery Session, I asked as many questions as I could to try and diagnose the problem. But they didn’t know Infusionsoft well enough to answer my questions.
I’d seen enough messes when it came to the set up of Infusionsoft that I knew it was not something I could diagnose without getting my hands on their system. I explained to them that I would need to have access to their Infusionsoft to troubleshoot the issue and then offered my Audit Package.
You see, my business coach explained to me in no uncertain terms that if I didn’t value my time and expertise then how could I expect anyone else to OR how would I make living? That is why I created an Audit Package and stopped solving problems for FREE.
It’s the answer to the “can I pick your brain” questions.
An Example Audit Package
This is the package I still offer today when I need to troubleshoot issues or solve problems.
- 2 hours of Consulting time
- A detailed report of the issue.
- A proposal to fix the problem.
I sell 2 hours of my time as a consultant so I have the time to diagnose the problem, create the report and put together the proposal for how I can fix it for them.
When it comes to Audit Packages you can get paid twice for the same problem.
- Once to diagnose it!
- Once to fix it!
I have one package that I use for all the services that I offer since it’s the same rinse and repeat process no matter the expertise.
By adding Audit Packages to your service offerings you’re creating another revenue stream that will earn you more money and help your clients. So,
- Stop giving away your time and expertise.
- Stop letting people pick your brain for free.
Create an Audit Package and start selling your expertise as a valued consultant.
Are you ready to create your Audit Package?
Feel free to post below and let me know what action you’re taking today to create yours. I’d love to hear from you. All comments and questions are welcome.
Thanks for reading – Susan
Hi Susan! This is a great idea. Isn’t it just exchanging the language of the discovery call or the initial consultation? It does sound more valuable called an audit. Your thoughts?
Thanks Kathy, no the audit is not the same thing as the Discovery Session, that session is for interviewing potential clients to see if they’re a good fit and if you want to work with them. It should be no more than 15 minutes. An Audit is more of a deep dive where you’re troubleshooting and providing a report on the issue + proposal to fix. Does that make sense?
Completely makes sense! Guess who has been over-servicing PROSPECTS!? This gal!
That won’t happen again!
Awesome – keep me posted on how it goes would love to hear when you sell your first one!
Great post!
This has been something on my to-do list for the last 7 months. I think I’m going to take the time to actually put it into place and add it to my menu this week.
This happens to me more than I would care to admit and the nice person in me always wants to help but thanks to your guidance, I value my time much more and will implement this into my business
Thank you Bonnie, I’d love to hear how it works for your business. I know it’s been a great way for me to make money and I love it because it’s using my love of troubleshooting + project management.