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4 Points Consulting Clients Care Most About


Your ideal consulting clients, the buyers of your services, don’t care about your methodology.

Fancy brochures with a colorful diagram mean nothing.

It’s not about YOU, it’s about THEM believing in you and trusting that you’re the right person to get them from A to B.

Presentation slides with process maps are futile.

Why? Because your clients don’t care about what you’re going to DO, they care about the RESULT.

They want to know:

  1. That you are an expert
  2. That you understand their specific situation
  3. That you will deliver the result promised
  4. That they can trust you

The more time you spend communicating your value and addressing each of these, the more likely they are to hire you.

The secret to make this work is asking the right questions.

Simply telling your ideal client all about you and your company doesn’t cut it.

You first need to learn all about them and their business.

Their goals, challenges and needs.

When you ask the right questions to uncover what they really care about, you’re well positioned to tell them all about yourself and how you can deliver for them – on the things they care most about.

It’s not about YOU, it’s about THEM believing in you and trusting that you’re the right person to get them from A to B.

You can learn the process used by the most successful consultants to communicate their value to their clients and win more business here.


Develop a predictable
pipeline of clients.

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11 thoughts on “4 Points Consulting Clients Care Most About

  1. Roger says:

    Short and to the point. Good piece.

  2. Thank you, Michael. I’m a comedian moving into writing funny jokes, tweets, and speeches for executives and solo-prenuers. I have spent so much time caught up in the “methodology” cul-de-sac that I lost sight of keeping it simple: I help you become funny. Period. Thanks for this. I enjoy reading your posts.

  3. David whelan says:

    Good information for someone just entering the arena

  4. Michael, great points. the key is knowing how to do each of the four specific points well.

  5. Deanna McAdams says:

    Nice article. I especially agree with #3. After all, people pay us for results.

  6. storysails says:

    NICE! There’s nothing like simplicity to demonstrate real potency. I found this really refreshing. Thanks for the insight! I’m in the first year of my consulting and I find it takes a month to get people to commit. Not sure if I’m not expressing how valuable my services are or if this is this normal. Is this normal? Thanks a ton, Michael! -Best regards, Nicole

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