unbillable hours - a podcast about better professional services marketing C2E6 - Why do clients come to us? A quick guide to defining your consulting firm's specialization
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Mar 7, 2025 Discover why clients choose specific consulting firms by exploring their core motivations. Learn to identify client pain points and how to refine your firm’s messaging for impactful marketing. This discussion provides actionable strategies to create a compelling value proposition that resonates with potential clients. Tune in for insights that will transform your approach to client relationships and enhance your firm’s specialization!
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Specificity in Value Propositions
- Avoid vague value propositions like "we help with digital transformation."
- Instead, identify a specific business issue you solve.
Focus on the Problem
- Don't describe your expertise or services when defining your value proposition.
- Focus on the client's business issue that you resolve.
Focus on the End, Not the Means
- Focus on the client's desired outcome, not the methods used to achieve it.
- Clients want the "hole in the wall, not the drill."