Consultant, positioning against what your buyers are fed up with can be powerful. Here’s how:
Your buyers have likely hired consultants, advisors, executive coaches or facilitators before. What about those experiences have left a bad taste in their mouth?
In other words, what have your buyers tried before, know it doesn’t work or want to avoid when trying to solve their problem the next time around? 👈 🔥
For example, many executives are fed up with the Big 5 strategy consulting firms. Many of these firms come in with an army of inexperienced analysts, throw PowerPoint decks at the client team, facilitate workshop after workshop, bill exorbitantly and leave clients with a strategy they have to implement themselves.
On many occasions, big-name consulting firms are brought in on the strength of their brand name and relationship with the partner at the firm. I know executives that are fed up of bringing big consultants in.
Now, if you’re a boutique strategy firm targeting similar types of organizations, what can you do to position yourself so buyers perceive you differently?
👉 What solution/s will you offer?
👉 What outcomes will you promise?
👉 How would your delivery mechanism be different?
👉 What will you say to communicate WHY you’re different?
👉 What do your current clients say about your unique proposition?
It’s noisy out there and getting noisier. If you’re going to sound like the last guy or girl your buyers hired and had a bad experience with, you’re hurting your business.
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Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Roshan Sharma
