As a consulting agency chief, you’ve most likely puzzled greater than as soon as how one can improve the Need for the providers you provide potential shoppers.
So, how do you?
That’s a trick query.
Your consulting agency doesn’t create or improve wants; you uncover or reveal them.
If not sufficient potential shoppers undergo from the issue you remedy, then select a special downside to unravel!
Extra seemingly, although, your universe of victims is ample, however…
…you’re not speaking to sufficient of them (“Untouched Victims”), or
…they aren’t conscious of their struggling (“Clueless Victims”), or
…they’re not motivated to ease their ache (“Silent Victims”).
Untouched Victims
Focusing on prospects who’re already conscious of their Need and urgently Wish to tackle it, is what I name Fishing The place the Fish Are.
Fishing The place the Fish Are is a way more worthwhile (and enjoyable) strategy than making an attempt to fabricate Need the place none exists.
The problem is, in fact, to seek out these hungry fish.
You meet that problem by networking, outreach and different visibility-constructing techniques.
For sure, the best, dependable path to finding prospects who Need and Need what your consulting agency affords is just to speak with extra prospects.
In different phrases, create and nurture relationships.
Set your self a aim of creating 60 new A1 relationships over the subsequent 12 months.
That’s solely 5 new relationships every month!
Motion Step: Your first step is to introduce your self to new prospects. That’s a activity you possibly can kick off immediately!
Clueless Victims
You’ve undoubtedly encountered individuals who assume they’ve obtained all of it discovered, and who disdain steerage from anybody wiser and higher knowledgeable.*
Is there something extra irritating than watching a potential consulting shopper race down the unsuitable observe when, in the event that they solely employed your agency, you may set them straight?
Sadly, awakening your consulting agency’s prospects to their sorry state of affairs requires effort and persistence that not often pays out.
Nevertheless, in the event you’re decided to sound the alarm, then spend money on butt-kicking diagnostics.
Diagnostics are the very best strategy for enlightening your prospects about their points, under-par efficiency, or impending catastrophe.
Ideally, your diagnostic might be self-administered so that you just’re not forged because the bearer of dangerous information.
Additionally, be ready for denial.
Like youngsters, consulting shoppers are vulnerable to ignore proof they’ve an issue and need assistance.
Motion Step: The first step in creating an amazing diagnostic is figuring out the distinction between your shoppers’ success and failure.
For those who don’t know that already, embark on a few weeks of analysis amongst your shoppers and prospects.
Silent Victims
Lastly, take into account the consulting prospects who know they want your assist, however aren’t sufficient or don’t see it as a excessive sufficient precedence to rent your consulting agency.
They’re similar to you once you admit you’re hooked on chocolate however don’t need to kick the behavior.
Oh, perhaps that was me.
Both means, the issue your consulting agency solves doesn’t create sufficient of an emotional burden to encourage Silent Victims into motion.
You want to faucet into your prospect’s deep-seated wishes, aspirations, and fears with a view to fan their flames of Need.
You may paint mouth-watering photos of profitable outcomes, and relate horrifying tales of shoppers who didn’t act.
Nevertheless, these techniques yield blended outcomes, as a result of consulting isn’t an impulse buy.
Motion Step: Uncover your prospects’ highest priorities, their most inspiring desires and their most worrisome issues.
How? Ask questions, concentrate, have an interest, empathize, and resist your urge to pitch your providers.
From there you possibly can bridge the hole between your challenge and better Need if it’s in the very best curiosity of your shopper.
Backside line: you’ll contact extra prospects once you make use of outreach, a diagnostic, and connection to their core wishes.
Which of those approaches do you assume might work to your consulting agency?
Textual content and pictures are © 2025 David A. Fields, all rights reserved.
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