A trap many consultants fall into is trying to sell the big enchilada. Business transformation. Improving leadership or company culture is another prime example. It’s intangible. It’s really hard to quantify and your clients wonder if they’ll get the results you promise.
So my advice is to start small. Solve one problem. Get results. Build trust.
Then move onto bigger projects.
Given this, if you could do just one thing that your clients find really valuable, what would that be? What problem do they really, really want to solve. With a level of urgency that necessitates them taking action right now. And paying you for your help.
Your job right now is to figure that out.
And to craft a solution that is simple, believable and achievable in a short timeframe. Say 30, 60 or 90 days. And make sure it’s measureable.
So how do you accomplish this?
Well, you ask your clients.
At Revealed Resources we teach our clients a comprehensive Value Gap Analysis methodology which hones in on exactly what your clients want to achieve and why.
It gives you a scientific basis for determining exactly what you should be focusing on. What your value to your clients is and what they’ll pay to solve their issues.
You’ll then concentrate your delivery resources on what’s important to them, saving you time, money and effort by not wasting it on stuff that they don’t really care about.
Does this work?
Absolutely. Over 15 years ago, one client told us point blank we’d saved their business as he found out what he was doing wasn’t hitting the mark. He realigned and kept his clients happy.
Just last week one of our mastermind members reported she’d created a new product by analysing a gap in her offerings.
So, if you’d like our help to determine exactly what you should be offering your best clients, we’re offering a complimentary 30 minute brainstorming session where we’ll work out your strategy. Who to call and what to say.
This will give you an unfair advantage as I guarantee most of your competitors will never bother doing this.
Now obviously we can only do a limited number of these sessions, so call or message me and we’ll arrange a time in the next couple of weeks.
Till next time, this is Rashid Kotwal.
