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. You’ve got this!
