68 - What Do You Offer?

10/23/23 • 18 min

Most consultants are very good at communicating who they are and what they do, but most potential clients aren't interested in that, until they know it's relevant. Being able to frame the answer to the question, "What do you do?" in terms of an offer, is much more engaging, much more relevant to the right prospect and much more effective in extending the conversation.
In this episode, I discuss the value of the offer and how to construct an offer in a way that captures your ideal clients' interest and gets them to want to know more. In consulting services, we have to focus on building a relationship that lasts, rather than making a sale. Using an offer, or a series of offers, in your marketing is a highly effective way to start a relationship and extend the conversation strategically, so that your ideal clients are drawn towards you and towards buying your services in a way that builds trust and credibility before ever getting to a sales meeting.
Discover more at https://businessflightpath.com

Previous Episode

67 - The Benefits of Authority Positioning

When you are ready to scale your consultancy practice you need to be able to generate new business beyond the reliance on referrals that come organically from doing great work with clients, or through networking. You can't scale a business until you have consistency and predictability around client acquisition.
This is the time when having a marketing strategy that delivers a consistent stream of new client opportunities is vital. Using an authority positioning strategy is key to that aim.
In this episode, I detail why using an authority positioning strategy is critical to success in scaling your consultancy practices, and expand on the benefits that derive from authority positioning. These benefits are far reaching and go beyond just finding new clients more predictably. In the podcast, I explain how authority positioning also leads to simplification of your business model. greater efficiency in your delivery and reduced costs in your operations.
Get more information at https://businessflightpath.com

Next Episode

69 - Your Stance As The Accepted Authority

When it comes to selling your consulting services at a sales meeting, what is the stance you adopt?
If your stance is to try to win the sale every time, perhaps you actually undermine your authority. Your attitude towards the sale and your demeanour in the sales meeting, will greatly affect the level of authority you portray, which will either enhance or undermine your authority.
Have you ever tried to change the dynamic in the sales meeting to where you are interviewing the client to see if they are qualified to become your client, instead of being interviewed by the client to see if you are worthy to win their business?
In this episode, I explain how changing the dynamic in the sales meeting like that gives you so much more authority in the meeting, and so much more power in achieving the results you want.
More information at https://businessflightpath.com