Stop thinking like an expert. Don’t show off to your prospects.
Prospects have their own problems.
Focus on those problems
You want to be writing, talking, publishing, sharing, and answering questions about the problems your prospects are facing.
Prospects care about solving their problems.
If you want to help your prospects solve their problems, then you want to deeply understand two things:
- The problem they’re facing
- Their hopes, fears, and dreams
Once you understand these two things, you’re equipped to help them solve their problem.
- You know where they currently are – the problem they’re facing
- You know exactly what they’re worried about – their fears
- You know where they want to be – their hopes and dreams
As a consultant, your job is to help your prospect better see how to get from where they currently are to where they want to be, avoiding what they’re worried about.
Would you like to get a daily tip about consulting?
Sign up for Kai's Daily Consulting Letters to get a daily letter about consulting and marketing your business.
Every day, you'll get a letter on how to get more clients for your consulting business.
Each letter is something you can use to improve your business:
- Get more leads
- Improve your marketing
- Make more sales
- Refine your positioning
… plus, plenty of resources and stories.
Plus you'll get free access to my Premium Resource Center for free.
Join 5,000+ other consultants and sign up before the next tip is sent.
Enter your email address below and then click the 'Get Daily Marketing Advice' button to start getting daily letters in your inbox.
This is what Brandon had to say about the daily letters for consultants:
I really appreciate what you bring to what I'd call ‘modern’ consulting (between me and you, I’ve grown a wee bit tired of just reading Alan Weiss)" — Brandon M.
Enter your email address below and then click the 'Get Daily Marketing Advice' button to join Brandon and 5,000+ other consultants, freelancers, and agency owners getting daily letters on how to get more clients.