Consulting Success Podcast The Messaging Mistake That’s Costing You High-Value Clients
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Dec 29, 2025 In this enlightening discussion, Michael Zipursky reveals the critical importance of clear messaging in attracting high-value clients. He warns against the pitfalls of broad messaging that makes you forgettable and emphasizes the need to ditch commodity language. Personalization over mass outreach is key, and addressing buyers' perceptions can significantly enhance engagement. The focus should be on client outcomes rather than just processes, supported by credible proof. Lastly, he stresses the importance of continuously evolving your messaging to stay relevant.
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Focus On A Single Niche And Problem
- Narrow your messaging to one specific client type and one problem to be memorable.
- Avoid broad claims that make you look like a generalist and lose deals to focused competitors.
Commodity Language Kills Differentiation
- Commodity words like "top quality" and "highest level service" erase differentiation.
- Using generic jargon means prospects won't notice or believe your claims even if true.
Prioritize Personalization Over Volume
- Personalize outreach instead of blasting volume messages to raise response rates.
- Spend more time on fewer, tailored messages to win more conversations and clients.