First, note that we ask “why”, not “if”—this eliminates the chance for people to think they don’t need a business consultant. Use this question to point out all the perks that come from working with a consultant and help people see what value you have to offer for their business. SMBs, especially, can stand to gain a lot of valuable insight because they may not be as familiar with the consulting industry as others in business

This is a question on everyone’s list. People like to know prices, even when they don’t realize it’s something that can’t just be quoted outright. Sure, there are “average” rates for consultants, and you can use this area to discuss what your rates are or how much the average business spends on consulting, but you will never be able to give people a locked-in price.

Of course, here’s the million-dollar question. And yet, how are you supposed to answer a question of such magnitude and with so many variables? Here’s where you can point out examples of what you’ve done for clients in the past. You can also explain how you help businesses set goals and make strategic moves that help propel them forward in their growth, and so forth. It’s another chance to sell yourself and the value of consulting services in a way that informs people but also inspires them to take action.