The Accepted Authority
In The Accepted Authority, Greg Roworth discusses how owners of consulting firms can generate a predictable flow of premium opportunities to grow their business. Each weekly show features a lively discussion of a common growth challenge, covering strategies, tools, mistakes and how Greg has achieved results with clients or in their own business. Always useful, entertaining, and never more than 20 minutes. Sponsored by Business Flightpath.
The Accepted Authority
68 - What Do You Offer?
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.
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