Nobody cares about your value proposition. Unless you start with the right question.

Most consultants think clients are interested in their services. But I tell you:

Not the case!

Customers are interested in their own problems.

So, to align your potential customers, you should NEVER start by explaining your service. You become more valuable when you can explain your service starting from your customer's perspective! 4 steps:

→ Step 1: Start with the customer question

Not: “We do data analysis and have done it many times.”

But: "How important is your data to you? And what do you want to do with it?"

The secret to your value proposition? It starts with answering the customer's question.

Not your service. It's for sale everywhere and never distinctive. Asking the right question, however, is.

→ Step 2: Focus on concrete impact on the customer

Not: “Our dashboards are beautiful.”

But: "You gain insight into your customer satisfaction 20% faster."

Hence what is the impact on their plans?

Can you translate your proposition into customer KPIs: concrete and measurable?

→ Step 3: What you bring

Not: "We make reports."

Also not: how it works, but what you bring. Stay away from "how" as long as possible.

Well: "You make better decisions with reliable data."

→ Step 4: How it works

Only now do you explain how your service works.

What tools you use. What process you follow.

If you've done steps 1 through 3 correctly, your customer will ask about this. Well done! You've received a buying signal.

Consultants often start at step 4 and wonder why customers look at their phones.

NEVER start your value proposition with your value. ALWAYS with the customer question.