Today we are going to talk about what you really want from your consulting business. It is going to be great because we are going to skip the fluff and get straight to the point. We are going to talk about what you really want to do, what it is that you actually do, what coveted consultants do, as well as accept a new mentality that will deliver more value to your clients and your business.
What do you really want? The first thing you want is to be respected. You want people to appreciate you for what it is you do. The second thing is you want is to charge high fees. You don’t want to be seen as a typical consultant in your industry. You want to be seen as someone special, as someone who demands extra attention and extra compensation. Third, you want time leverage. You don’t want to be intimately involved with every single client. You want to be able to live a certain lifestyle and in order to do that you need certain leverage in your business. In summary, you want to be coveted. You want to be seen as specialized, high value consultant in your field. You want your client to see you above and beyond any possible competition because you do something excellent in their world.
What YOU do. First, you are working too hard for each of your clients. Somewhere down the line you bought into the idea that the harder you work, the more that client will value you. You know that’s not true, but you keep doing it anyway. Second, you strive to know everything. Somewhere along the way someone told you that you need to know all that there is to know about your expertise. So you keep reading, researching, interviewing and traveling, trying to “know everything”. It doesn’t appear that client cares… no matter how much you know. Third, you believe that all work is good work. Since you committed to the responsibility of “putting bread on the table”, you feel forced to accept every job that comes down the pike because “all money is good money”.
What THEY do. What are the coveted consultants doing in their business? They are practicing client selection. They aren’t working hard for every client. They specifically choose what clients they want to work with, not work for. Coveted consultants focus on value. They don’t care what they charge; the money doesn’t mean anything to them. It’s a matter of value. What should your business focus on to move your client the furthest, the fastest? That is how value is defined and that is what clients pay to experience. Additionally, coveted consultants know what is valuable and they create that success over and over. If you are consistently producing a high level service that clients value, then you can’t be anything but coveted. You can’t be anything but special. Being phenomenal every single time is absolutely special. What do you need to do to make that transition right now?
Accept a NEW mentality. Clients do not choose you because you work hard, clients choose you because you consistently deliver high value services. That means that your job is not to work hard, your job is not to always be available. Your job is to figure out what your highest value service is and then figure out how to consistently deliver it over and over and over.
As of today you have a new job and that new job is going to create more value in the lives of your clients. As a result, you will experience much more value in your business. Use the information in this article to breathe new life into your business and that of your clients.