Stop Trying To Convince Prospects

It's like fighting an uphill battle.

Here's a question from a reader:

How can I convince prospects my services are valuable to them?

Several consultants have asked me this, or something similar to it. The problem here is perspective - you're being completely self-oriented. The implicit goal is selling your services, and to do that you must convince people that they need them.

A much better question would be: How can I discover what are the true goals and/or desires of my prospects?

Once you do that, you don't need to convince them of anything.

All you need is to:

  • Find out how you can deliver their desired outcomes.
  • Explore and quantify how much value they're getting from it.
  • Price your services accordingly.

This is what being client-centric means.

Thanks for reading. You can get more specialized and actionable growth insights for micro consultancies in our newsletter. Every Tuesday, you get one idea from Danilo, one quote from other experts, one number you need to hear, and one question for you to level up your consulting practice.

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