Pillar 04 / Cluster 4B

Talking about your consulting value so clients get it

TL;DR: How to describe your work so the right client immediately understands why it matters now.

How do you talk about what you do so the right client gets it right away?

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5 Questions About Talking about your consulting value so clients get it

How do I talk about what I do?

Lead with what your client's business looks like after the work, and leave the deliverables for later. Most consultants answer at the level of tactics.

Why do people's eyes glaze over when I explain my work?

Eyes glaze over when your description gives somebody nothing to picture: tactics where an end state belongs, abstract words, or a list of outcomes.

How do I make my work feel urgent instead of nice-to-have?

Connect your work to the problem your client already says is urgent, in their words. Urgency is the relationship between your work and their worry.

What's my value proposition as a consultant?

Your value proposition is one sentence naming the future your client gets once their biggest problem is solved. I call it a Painkiller Statement.

What should my LinkedIn headline say?

Put the future your client wants in your headline, in their language. If you have a value proposition written as one sentence, that is your headline.

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Pillar 04 / Cluster 4C

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