The Upside

Results Vs. Vehicles: How to Sell the Whole Package

I have two important words I want you to remember today: Results and Vehicles.

As a consultant, when you sell the result, you’re typically selling clients on one or more of what I call The Four Pillars of Value™:

Revenue Growth

Cutting Costs

Access

Solving a Headache that’s Preventing Growth

This is why you’ll often see people write results-oriented phrases in their LinkedIn headlines like:

I boost revenue for DTC beauty brands.

I create profitable companies with healthy bottom lines.

I drive sales for B2B SaaS startups.

etc., etc.

But then there’s the vehicle. The vehicle is the way the consultant approaches the problem to get those results. There can be many different vehicles that drive the same result. 

Your job is to convince clients that your vehicle is the one that will get them there with the most success.

Vehicle descriptions look something like this:

I create social media ads that boost revenue for DTC beauty brands

I create profitable companies by automating operations.

I’m an SEO expert who drives sales for B2B SaaS startups

These consultants’ vehicles are:

Social media ads

Automations

SEO

Let’s take The Upside as another example. 

Result: The Upside scales consultancies.

Vehicle: The community.

There are other vehicles out there to help people scale their consultancies, such as 1:1 coaches, group coaching programs, free Slack communities, books and courses.

But, we’re very clear about our vehicle and are confident that this is the best vehicle to get our consultants the results they’re seeking. 

Getting clear about your results and vehicles will help you:

Better understand the value you bring to clients. 

Communicate that value with  ease. 

Differentiate yourself.

Project confidence.

Stand out.

Try filling in the blanks below to get you started:

I help clients solve this problem:

I help clients get this result:

How I do this is through:

After working with me, clients feel:

I hope this mini exercise brings you clarity and confidence this Wednesday morning. You’ve got this!

Erin Halper

About the Author

Erin Halper is the founder and CEO of The Upside and the leading authority on independent consulting. Since launching The Upside in 2017, Erin has helped thousands of professionals transition from corporate life into consulting to achieve flexibility, autonomy, and a renewed sense of purpose in their careers.

Erin has been a frequent speaker at Columbia, NYU, Harvard, and Brown and has been featured as a leading future of work expert on dozens of podcasts as well as in Forbes, Business Insider, Nasdaq, Crunchbase and many more.

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