Construction Chat is a weekly chat on Thursday mornings at 9:00 a.m. Pacific Time.
If you’re free, we’d love you to join us.
This week’s chat topic is about having our brains picked.
We all have that friend, relative, or business associate that will call us every once in a blue moon to have coffee, lunch, or breakfast. We cringe. Yet, out of loyalty or guilt, we go.
Five minutes in, “Hey can I pick your brain?” There it is. Another free consultation.
This type of situation can happen with any professional service but seems to abound in the construction industry.
Point:
“I have to protect my investment. How fair is it to me to give away all the knowledge I have acquired that I use to make my living, pay my bills and eat?” Adrienne Graham, Forbes “No, You Can’t Pick My Brain. It Costs Too Much“
Counterpoint:
“I do think that people should do things for free for exposure. I still do things for free and I get very compensated for my time and my efforts. … Money is not the only way to pay.” Gary Vaynerchuk
[youtube=https://youtu.be/hUvjY0T2RkQ]
There has to be a balance between giving enough information away to raise your brand’s value yet not giving away your secret sauce.
So, when exactly have you crossed from the light questions into “The Consulting Zone?”
Lots of answers. Lots of scrolling.
▶ This Is Your Brain after #ConstChat LOL http://t.co/M6KGZfTKKf
— Riggins Construction (@RigginsConst) March 26, 2015
Q1: How do you respond to requests to pick your brain?
@RigginsConst A1. That depends on who is the one who is asking. #constchat
— Zircon Corporation (@ZirconTools) March 26, 2015
A1 I generally try to always be available for that sort of thing, client or otherwise. I think it's valuable to share info #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
A1 – depends on conditions – generally ok with – trade shows, blog, fellow trades call is free to point. Clients place is charge #constchat
— Sean Lintow Sr. (@The_HTRC) March 26, 2015
A1. I answer – Great – how can I help you? #constchat
— HagerCo (@HagerCo) March 26, 2015
A1. I say "That's exactly the kind of question people pay me to answer." And smile. #ConstChat
— Window Works CA (@WindowWorksCA) March 26, 2015
A1: I usually answer the question..small details to get a convo started #constchat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
A1. Depends who's asking and what they're asking about. 😉 #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
Usually attentively listen, then answer as concisely as possible #timesaver but depends on each situation #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
@RigginsConst If it's a good friend and a quick conversation, that's it. #constchat
— Milan Jara (@Milan_Jara) March 26, 2015
A1: Always open to have a conversation. #ConstChat
— Jewett Construction (@JewettConstruct) March 26, 2015
a1: I'll give them one tip, but if they want more details, that's a consult #ConstChat
— Tess Wittler (@TessWittler) March 26, 2015
A1: "Oh sure, sure, what's up?" #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
A1 the person you help today, could be the client you get tomorrow #ConstChat
— Construction Data (@cdcnews) March 26, 2015
@RigginsConst @windowworksca A1) Depends on who's asking and general context. But usually, "Please elaborate on request." #constchat
— Emmanuel A. Garcia (@caddguru) March 26, 2015
A1: Being available and open for clients and colleagues is equally important. #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A1: We do a little digging and see what the purpose is. If our goals align, we'll meet. If it's someone wanting free stuff, no. #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
That is often the hardest part is to have a conversation with a prospective customer. Sometimes need more info. #constchat
— Zircon Corporation (@ZirconTools) March 26, 2015
A1. A lot of times people can get the same info on a blog, so you can send them there. #ConstChat
— Window Works CA (@WindowWorksCA) March 26, 2015
Your Thursday words of wisdom right here–> RT @cdcnews: A1 the person you help today, could be the client you get tomorrow #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
A1: If it's a person or opportunity to show our expertise, we'll meet them. Especially if it's someone we may do biz with later. #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
A1: Even the tallest trees was at one time just a seed. nurture friendly inquires politly & delicately and watch them grow #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
Q2: Is giving away some information part of your strategy?
Yes, good advice, tips, hints is a good idea. RT @RigginsConst Q2: Is giving away some information part of your strategy? #constchat
— Zircon Corporation (@ZirconTools) March 26, 2015
A2 We do it on our blog all the time and as a lead service our sales staff does it daily #ConstChat
— Construction Data (@cdcnews) March 26, 2015
A2: Not sure its a strategy..but it does work to get them to keep asking me questions #constchat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
A2. Yes. We want to share information about our products and how they can help. #constchat
— HagerCo (@HagerCo) March 26, 2015
A2 absolutely, you need to use that little fish to catch the big fish (quoting chuck palahniuk) #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
A2: it really depends for us due to the nature of our process. Like a great recipe, we have to keep some things secret 😉 #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
I think it probably has to be. RT @RigginsConst: Q2: Is giving away some information part of your strategy? #constchat
— Jewett Construction (@JewettConstruct) March 26, 2015
A2. You have to give away some information/details to show that you're an expert. Otherwise, why would people WANT to pay you? #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
A2 – not sure it is a strategy but yes, generally people read a piece & call based on knowledge shared / learned #constchat
— Sean Lintow Sr. (@The_HTRC) March 26, 2015
A2a. We provide tips/advice in our blog. Going back to the "proving you're an expert" thing. #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
A2: How can it not? Most people like to dip their toes into the pool before jumping in! Be helpful! #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
A2: Yes. With such big players in SA we use it as an opportunity to show how and why we're the best. #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
A2a. If you can't answer questions, then people don't want to do business with you. #ConstChat
— Window Works CA (@WindowWorksCA) March 26, 2015
@RigginsConst A2: No, not really. Hoping the customer will remember how helpful we were and they'll come back. #constchat
— Milan Jara (@Milan_Jara) March 26, 2015
We also blog to help with this too! #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
A2: Yes, always be generous but to an extent. mRT @rigginsconst: Q2: Is giving away some information part of your strategy? #constchat
— Emmanuel A. Garcia (@caddguru) March 26, 2015
Q3: When is giving away too much bad for you?
A3. Don't give away confidential or proprietary information. #constchat
— HagerCo (@HagerCo) March 26, 2015
A3: well I guess when you don't hear from them anymore..cause they are using your valuable info…#constchat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
A3: When they take what you give them and work with someone else? #ConstChat
— Jewett Construction (@JewettConstruct) March 26, 2015
A3. Giving away company secrets is a bad thing. #ConstChat
— Window Works CA (@WindowWorksCA) March 26, 2015
A3. If they walk away with the information you've given them and choose to work with someone else instead. Ugh. #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
A3 – I'm still learning to be helpful but not too much that they take the farm #ConstChat
— Tess Wittler (@TessWittler) March 26, 2015
A3 Let the line out a little bit but don't let them take off with the bait #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
A3: for us, giving too much away could jeopardize patents, etc. #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A3: For what I do its hard for them to take any info I give them and do something with it..mostly cause I talk in circles 🙂 #ConstChat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
A3 you want to give enough to peak their interest or whet their whistle, just enough to show your value #ConstChat
— Construction Data (@cdcnews) March 26, 2015
In our industry, the little things separate companies. Give too much away, we risk irrelevancy #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A3: Be helpful but don't make yourself liable. There's a fine line. #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
Q4: How can you turn a freebie into a paying client?
A4: when they start asking "well how do I do that?" #ConstChat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
@HagerCo @RigginsConst – Have a trial offer for a limited time period for a nominal service/product – nothing that costs a lot. #constchat
— Zircon Corporation (@ZirconTools) March 26, 2015
A4 Remind them of the value they can get through your services consistently but not pestering-ly #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
A4. We write specs for no charge. We hope by getting into the project early they appreciate our expertise. #constchat
— HagerCo (@HagerCo) March 26, 2015
A4. Showing your expertise and backing it up with excellent customer service is a good start. #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
A4: Insight, establishing a good relationship, and a little bit of elbow grease. #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
A4 there's a fine line between free trial and freeloader #ConstChat
— Construction Data (@cdcnews) March 26, 2015
A4 We offer a conditional "freebie" -buy a #forklift & get a new hand pallet jack. http://t.co/hnWjaLZlzx #ConstChat
— Liftec Forklifts (@LiftecForklifts) March 26, 2015
A4. I think it's about the relationship. If you can create a good one, a bit of "brain-picking" can turn into paid work. #ConstChat
— Jewett Construction (@JewettConstruct) March 26, 2015
A4: #education The goal is to help them understand. Do it quickly. But become indispensable in their eyes. #onlyone #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A4a. And like someone mentioned earlier, customer testimonials can go a LONG way. #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
@WindowWorksCA @JewettConstruct – Having a time limitation, similar to therapists is a great idea. #constchat
— Zircon Corporation (@ZirconTools) March 26, 2015
@ZirconTools Oh, yes, having a time limit on brain picking is a great idea! #constchat
— Window Works CA (@WindowWorksCA) March 26, 2015
A4: We actually let them simmer. By the time they see other co's, they call us back! #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
True for tire-kicking clients + wily colleagues
A4: It's all about providing value to the client. Going the extra mile can result in returning clients. #constchat
— Mr. CabinetCare (@MrCabinetCareOC) March 26, 2015
a4: sometimes a less expensive option (package) can turn the freeloader into a believer. #constchat
— Tess Wittler (@TessWittler) March 26, 2015
A4: We'll email them to check in or send them a promotion. #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
A4: Also, have a tracking system. Don't let "freebies" get away from you. FOLLOW UP. Even if it means that dreaded ph. call. #constchat
— Mr. CabinetCare (@MrCabinetCareOC) March 26, 2015
Q5: How do you deal with a frequent freeloader?
a5: refer them to my blog for more info (and provide a link or two) #constchat
— Tess Wittler (@TessWittler) March 26, 2015
A5. We never stop. #constchat
— HagerCo (@HagerCo) March 26, 2015
A5 Sometimes a frank talk is exactly what's needed—confrontation #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
A5: We don't. #ConstChat
— Infinity Pools Texas (@InfinityPoolsTX) March 26, 2015
Some times you just have to cut the cord RT @BlueSteeleTX: A5 Sometimes a frank talk is exactly what's needed—confrontation #constchat
— Construction Data (@cdcnews) March 26, 2015
A5: gently let them know priorities are elsewhere. Indicate I would love to make this #1 but i just need that agreement signed. #ConstChat
— CanIgetNAmen (@CanIgetNAmen) March 26, 2015
A5. Turn the tables on them. Start pestering them for free stuff/info all the time. 😉 Just kidding. #ConstChat
— JorgMaterialHandling (@MaterialHndling) March 26, 2015
Videos, free + educational webinars, lunch and learns, one pagers. All shiny tools used to generate leads into sales #ConstChat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A5. You need a heart-to-heart talk to confront those frequent freeloaders. #constchat
— Window Works CA (@WindowWorksCA) March 26, 2015
A5: I give examples..would your lawyer give free advise ? ya know stuff like that! #ConstChat
— Coleen Dolan (@CertifiedLeads) March 26, 2015
A5: Tell them to get a life? 😉 #constchat
— Mr. CabinetCare (@MrCabinetCareOC) March 26, 2015
Sometimes you just have to accept a lead won't turn. Spend valuable energy elsewhere #ConstChat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A5 it's just like life—some people take too much, and you have to set boundaries with them #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
The only people you should say No to when they ask to pick your brain are zombies, they take you literally #ConstChat
— Construction Data (@cdcnews) March 26, 2015
A5 Every blue moon 'going the extra mile' backfires, but still must do. Because it is the right thing to do. #ConstChat
— Liftec Forklifts (@LiftecForklifts) March 26, 2015
a5: delicate situation. Web reviews can kill a #business so careful navigating is needed #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
A5: but sometimes you just have to cut the cord. #constchat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
Bonus Tweets:
Love this chat, love the tangents! #PieForLife! #constchat
— BlueSteele Solutions (@BlueSteeleTX) March 26, 2015
Unfortunately true. @The_HTRC: @RigginsConst you know the saying, if you have to write ethics down, you already lost the battle #ConstChat
— MyFixitUpLife (@MyFixitUpLife) March 26, 2015
Understanding #business value: Harvard business https://t.co/cxMxQn7rdT #ConstChat
— URETEK Holdings, Inc (@URETEKHoldings) March 26, 2015
What’s your two cents?
Do you have an answer you want to contribute? Feel free to add it in the comments.