Trying to move from execution work to strategic work?

For example:

• From content writing to content strategy
• From social media & email marketing to fractional CMO
• From software coding to technical product advising

This is a common direction of travel for solo consultants for many reasons (scalability, variety, higher-level problems, margin).

But typically, a client won’t come to you saying, “I need a strategic advisor.”

Instead, they likely have a discrete task or deliverable in mind and want to see if you can help.

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There are a few steps to elevate your potential involvement:

1. Ask directly what the ultimate objective is
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   The initial client ask is always a piece of solving a larger problem. Figuring out what that larger objective is will give you more context and expand the conversation
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2. Share your expertise
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   This is when a well-developed POV is exceptionally timely. If you have a visual or two that depicts your generalized POV on the moving parts of their problem, it's showtime!
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   Watch as the tone of the conversation moves from order-taking to brain-picking.
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3. Come back with a tiered proposal
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   Armed with context, and having given a preview of your broader expertise, you can feel confident offering them a few options including the original ask, as well as some higher tiers that include a more comprehensive and strategic scope

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Now, the client may still want to start small, but at the very least they now see you in a more strategic light.

And the best part, they’re no longer debating if they want to work with you.

But instead, how.

💡

-Wes

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P.S. Want to kick around ideas about your POV, service design or positioning?
​Book a free 45-minute strategy call with me whenever you're ready. No sales.