How can focusing on your Ideal Client Profile (ICP) and honing storytelling transform your consulting practice? In this episode, author, keynote speaker, and President of Steers Consulting Group, Stephen Steers, shares some of the strategies that have reshaped his business. With experience advising over 750 companies, Stephen discusses how he pivoted to serve professional services firms and managed service providers (MSPs) in cybersecurity, focusing on what he found most effective for scaling—leaning into niche markets and reliable channels like speaking engagements. By identifying the core motivations that drive buyers, Stephen explains how he uses tailored storytelling to bridge business goals with personal values. The approach simplifies client relationships and emphasizes the value of one or two effective channels for lead generation over spreading yourself too thin. He underscores that growth is often more about mindset than skillset, especially when aiming to scale.
In this episode, you’ll learn:
- How to target your ICP for scalable growth
- Cold outreach strategies for steady leads
- How to get clients and set goals
- The Magnificent 7 Reasons Why People Buy
- The power of storytelling to deepen client relationships
- The benefits of seeking speaking opportunities
- The importance of building and owning your email lists
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