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Are you of interest or of value to your potential clients?


Hi there! It’s Peter Winick. I’m the founder and CEO at Thought Leadership Leverage, and here’s the idea that I’d like to share with you today. That’s this: Do you know the difference between being of interest to a potential client and being of value to the potential client? That difference could be transformational for you and your business.

As an author, academic, thought leader, or consultant, too often, we find that being of interest, being engaged, having conversations with potential clients is enough, right? “Wow, they’re interested in my work! Wow, they want to have another conversation with me! Wow, they want to continue this dialogue because it’s interesting to them!” That’s great. But that doesn’t really ring the cash register, does it?

You need to bridge that connection between being of interest and being of value. How does that client, how does that organization embrace and internalize the ideas that are represented in your models, in your methods, and your frameworks, etc.? How do they internalize it in such a way that creates value for them? How does it enable them to do something differently? How does it enable them to get more out of the resources, whether that’s people or other sorts of resources, than they might have without it?

So, I would suggest that you self-audit over the next couple of days or the next week or so and think about the conversations that you’re having. And sort of categorize: “Wow, that was someone that would probably put me in the ‘of Interest’ category.” That one was a great conversation, a better conversation, where I know they put me in the ‘a Value’ category. Love to hear your thoughts.

Peter Winick has deep expertise in helping those with deep expertise. He is the CEO of Thought Leadership Leverage. Visit Peter on Twitter!

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