In the “olden days,” as my son used to say, military aircraft pilots would follow a jeep or truck with a big sign saying “Follow Me” as they taxied after landing. The vehicle would lead them to their designated space.
Well, I don’t put signs on the Bentley, so, metaphorically, follow me.
People are asking whether these are good times or bad to be a consultant. The times are neither. The times are what you make of them.
The question isn’t about price, or the economy, or the competition, or anything other than VALUE. Are you providing value that others find sufficiently worthwhile to pay for?
I’ve had people tell me recently that they’re not sure how they help clients (they just “do”), or that they’re uncertain about what to say if they do get in front of a buyer, or that they don’t feel their value is easily explained. Well, that’s not going to work in the greatest economy in the universe, much less this one.
There are close to 300 million people in the US and something like 7 billion on the planet. There are a lot of buyers in there, trust me. The questions are:
• Do you know who they are?
• Do they know who you are?
• Can you reach them?
• Can they reach you?
• Do you know how to assign a fee for your value to them?
A lot of you reading this can’t answer those questions well, let alone those who aren’t sufficiently invested in their own development to bother to read this. Don’t be distracted by the events swirling around us—there’s not much you can do about them, sorry to say, but there is a lot you can do about your own situation, happy to say.
Specify your value. Brand it. Promote it incessantly. Seek out buyers who will benefit from it. Make it easy for those buyers to appreciate your expertise and find you.
Rinse and repeat.
© Alan Weiss 2008. All rights reserved.