You’ve told your consulting clients the keys to success, and you’ve reminded them. More than once.
By the way, you’ve also made these core principles clear in your articles and webinars.
We’re talking about the fundamentals you communicate to virtually every one of your consulting firm’s clients. “Blame the process before you blame an employee.” “Figure out the problem before you implement a solution.” “Wipe the chocolate frosting off your face before the Zoom call.”
After covering the basics so thoroughly, do you really need to say them again?
Yeah, pretty much.
Over, and over.
Roughly the number of times you read a Dr. Seuss book to a two year old.
There’s virtually no limit to the number of times your reminders will help your consulting firm’s clients and prospects.
Repeating evergreen advice doesn’t make you look basic. It makes you consistently valuable.
Your charge is to find new ways to
read Green Eggs and Ham present the basics and new ways to help your clients adopt them.
Try the following two steps:
Identify Your Evergreen Best Practices
What are ten concepts, principles and approaches you exhort every client to follow?
If your evergreen best practices don’t immediately pop into mind, jot a note every time you make a recommendation:
- In response to a client’s question
- During a conversation
- As part of a deliverable
- Inside a client presentation
- Within your writing
- As part of a webinar, podcast or speech
Capture those recommendations in a simple spreadsheet and after one month (have your assistant) quickly sort your list to pinpoint the ideas you’ve repeated most often.
Create Communication Variety
Develop new ways of presenting and encouraging adoption and compliance.
Below is a checklist of communication devices you can run through for each of your evergreen best practices.
Some communication devices accommodate multiple variations; e.g., metaphors, stories, and case studies. Other communication devices, such as mnemonics, become confusing if you trot out a variety of versions, and you’re better off committing to your favorite.
You may have other ways of delivering evergreen concepts (share them in the comments, please).
Now that you’ve developed ten expressions of each of your ten concepts… you have over 100 ways to communicate your consulting firm’s evergreen best practices.
That means you can remind your clients every single week for two years about an important, fundamental success principle, without ever being completely repetitive.
In year three you can cycle back around and start over because your client will have forgotten or will appreciate the repetition anyway.
What’s an example of evergreen advice you repeatedly offer your clients?
Text and images are © 2020 David A. Fields, all rights reserved.