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Free Consulting Resources available at: https://russellpearsonprograms.com Get the Book: https://businessofexpertise.com/book
What does a consultant actually do, and why will clients pay significant money for their advice?
If you're moving from contracting, freelancing, done-for-you services or employment into consulting, mentoring or advisory work, the blank canvas can be surprisingly difficult. You know your area of expertise. But what are you actually supposed to do with a client?
In this episode of Your Consulting Business, Russell Pearson breaks down the three essential parts of a successful consulting business: getting into the right prospects' "brain space," diagnosing rather than pitching, and delivering your expertise at the moments where it creates the greatest value.
You'll discover how to:
Become known for a specific problem or outcome rather than chasing attention
Sell consulting by diagnosing like a doctor instead of pitching a packaged solution
Map the journey from where a client is today to the outcome they want
Identify the "ignition points" where your expertise creates maximum value
Decide which parts of the client journey you actually want to own
Stop becoming the person who simply does the work inside the client's business
Use workshops, conversations, reports, research and frameworks more intentionally
Help clients take good advice — rather than simply giving them more information
And in a world where AI can provide almost unlimited answers, that last point matters more than ever.
The consultant's value isn't simply knowing more. It's helping clients diagnose what matters, make better decisions and take the actions that create an outcome.
If you're building a consulting, advisory, mentoring or expertise-based business, subscribe for more practical episodes on creating a business that lets you work with better clients, create stronger outcomes and make your expertise work harder for you.
More about Russell, Visit: https://russellpearson.com
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▶️ Secret Workshop: For those ready for the next step, this is the fastest way, I know, to build a highly profitable consulting business in just 4 days a week. https://youtu.be/4dUzyjkMgrw
0:00 What Consultants Actually Do
2:15 Three Steps to a Successful Business
3:14 Mastering Client Positioning
6:04 Diagnosing Like a Doctor
9:33 The Power of Ignition Points
16:41 Working Backwards from Outcomes
