When you think of the phrase “For Sale By Owner” what first comes to mind? Maybe when selling your house, car or other large item. I guess it could fit anything we own and have the right to sell, and we are not getting help from anyone else to sell it.
Last week someone in my inner circle who likes to kid me, connected the efforts of a consultant like me marketing services to a For Sale By Owner advertisement. Upon a moment of reflection I laughed, and said I guess I am advertising my services that way. I am the product, and since I charge for my services I am “For Sale.”
I find it odd that when I worked internally, I never saw myself as the Chief Selling Officer for training. I was meeting a need the company had with a performance solution. I and my team did this over and over again and we kept our jobs, earned our paychecks and we made a difference to the success of the company. In reality I was selling us all the time and yet the process was so much easier on the inside.
So why is it so hard for this same process to work outside of an internal role? When I was a salaried person I got paid every two weeks. Granted I worked hard for my paycheck, but did I really need to? I would have been paid anyhow, at least until it dawned on someone that I was not doing anything. And yet as an external consultant, managers expect all sorts of free consulting, free advice, free products and they call it testing you out.
I find myself being asked to speak at conferences every so often for travel and expenses only, no speaker fee. I’m told they don’t have the money and want me to write it off as a marketing expense. That works sometimes when the audience actually buys my services after the engagement, but most of the time that is a long shot. Conferences are being promoted with sizeable fees to attend, and the organizers are the ones making money. Without the speakers there would not be a conference.
The whole concept of the occasional free speaking engagement, free consulting is that it will come back to the consultant in the form of business. After all, having expenses is only cool when they reduce the taxable earnings. But what happens when the expenses exceed the earnings?
If you were selling your house as a “For Sale By Owner” would you let people live in it for a week to see if they liked it? Or if you are selling your car, would it be okay if they took a 3-day test drive and drained the gas tank? My guess is your answer is absolutely not. So why should I keep working for nothing?
An HR Manager told me a few months back that she likes to pick my brain. I must have been having an off day because without thinking I said, “I’m glad you think I’m valuable, but the sample tray is getting empty.” Ding! She said, “my word, I have been abusing your kindness.” I let that comment go without a response. I wonder if it will make a difference.
My tip for those reading that run HR and/or Training is to watch how much you expect from your external resources to provide you for free. They need to make a living too, and it is important to be respectful of their time. While you are earning a paycheck drilling them for ideas and solutions, remember they are not earning a dime. After an hour on the phone you are several dollars richer and they are an hour poorer.
In the mean time, let everyone you know that in addition to a truck I have for sale, I am also selling my services – “Jim Hopkins – For Sale By Owner!”