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.