Rejection stings. It’s not fun when a prospect says “No” to your consulting firm. Should it? Maybe, maybe not.
If your consulting firm targets woman-owned manufacturing startups in Minnesota, and Miranda’s Minnetonka Millworks rejects your consulting firm’s proposal, you have a right to pout. But after Carlos’ California Cookery respectfully declines… so what?
When you try to please everyone, your consulting firm isn’t particularly attractive to anyone and you still invite rejection.
You already know that, and it’s an easy lesson to apply to target markets. You hear all the time about the value of choosing a niche for your consulting firm.
But most consulting firms are afraid to implement the same lesson to the myriad other aspects of their business where it can apply.
Don’t shy away from turning off some prospects in the pursuit of the clients you want most.
You’ll probably hear “No” more often. But those are stings that don’t have to hurt.
My team and I quickly counted over twenty areas where your consulting firm can take a stand—where you can overtly promote a point of view, a process, an approach, or a way of doing business that will gain your consulting firm ardent followers and eager clients while inevitably making you less appealing to others.
A subset of the list we compiled is shown below:
9 Areas Your Consulting Firm Can Proudly,
Loudly Take a Stand
Your Fee Structure
Your Success Metrics
Your Recommended Solution
Your Consulting Engagement Structure
Your Client Experience
Your Proposal Design, Format or Structure
Your Marketing/Promotion Approach or Cadence
Your Relationship-Building Approach
Stop being afraid of rejection. Focus on pleasing enough prospects, and totally disregard the prospects who turn up their noses at you and sniff, “That’s absurd. I’d never hire you.”
Where does your consulting practice boldly proclaim a stance you know some prospects won’t appreciate? I’d like to hear.
Alternatively, what questions and concerns do you have about your consulting firm taking a stand? I’d like to hear them too!
Text and images are © 2022 David A. Fields, all rights reserved.