As a consultant, it’s easy to get caught up in the competition, constantly comparing your offerings to those of others in the industry.
However, this mindset can be limiting. The reality is, many potential clients don’t even know what they’re looking for when it comes to consulting services. So they’re not all comparing you to your “competition”.
Consulting isn’t typically budgeted for or explicitly sought out. Instead, buyers often try to solve their business problems on their own or through software solutions, etc. Many are unaware that an outside expert can provide the help they need.
When you aim to land a client, it’s crucial to understand that they might not evaluate you against other competitors simply because they don’t always know where to find someone else with your unique skills.
This means that focusing too much on the competition can be a distraction. Instead, your goal should be to position yourself as the sole expert they consider.
How can you achieve this? The key lies in building trust. When buyers trust you, they’re less likely to seek out additional options. Here are three ways to build that trust:
🎯 Leverage Referrals:
Referrals are powerful because they are a direct transfer of trust. When a past client or a mutual connection recommends you, the potential client is more likely to feel confident in your abilities. Make sure to actively seek out and encourage referrals from satisfied clients.
🎯 Create Valuable Thought Leadership
Consistently producing valuable content positions you as a thought leader in your field. Whether through articles, speaking, or social media posts, sharing your expertise regularly helps potential clients see you as a trusted authority. Over time, they will turn to you when they need help, convinced by your insights and consistent presence.
🎯 Master Discovery Conversations:
The quality of your discovery conversations can make or break a potential deal. Focus on asking insightful questions that uncover the true nature of the client’s problems. This will help you create the right solutions for them. When you excel in these conversations, buyers see you as someone who truly understands their challenges and can provide the right solutions.
By implementing these strategies, you can build a strong foundation of trust with potential clients. This means your margins can increase, and your sales cycles can shorten, allowing you to be hired faster and more efficiently.
👉 👉 In the end, remember that your greatest asset isn’t how you compare to others – it’s the unique value you bring to your clients. Focus on building trust, demonstrating your expertise, and engaging deeply in discovery conversations. This approach will help you stand out and become the consultant that clients turn to, regardless of the competition.
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: Dalle-3
