Consulting Insights
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May 27 • 2 min read
Making Your Point of View Land: Visuals, Stories, and the Real Reasons It’s Not Resonating
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Hello Reader The Consulting Insight’s Point of View series wrapped up last week, but I received several thoughtful questions worthy of addressing. Here are three (3) of the questions with my answers.
If you have a question about your Point of View or anything consulting-related, join me for the First Thursday Q&A session (sign-up) on June 5th at 2 PM ET.
Do I need to draw a picture? Not necessarily, but I highly recommend it. Many people connect visually before they connect verbally. When you're across from a client explaining how you take them from where they are to where they want to be, words are great. But a simple drawing, even a “back of the envelope” sketch, can make the transformation instantly clearer and more memorable. Is it acceptable to use a story to communicate my Point of View? Absolutely. Stories are powerful tools to show how you help clients achieve meaningful outcomes. Just be sure to follow a clear storytelling structure. Without it, your story could fall flat or fail to connect. Next week’s Consulting Insight will feature a conversation with Nora Barry, a communication and storytelling strategist. My Point of View doesn’t seem to be resonating. What am I doing wrong? There are several common reasons why your Point of View is not connecting with connect with potential clients, influencers, and partners. Here are my top three (3) reasons: You’re not meeting them where they are.
Your Point of View may be missing the mark because you’re solving a problem your ideal client hasn’t identified or doesn’t yet see as the issue. It is quite common for an ideal client to explain their problem by focusing on the symptoms and pain points but as you analyze your ideal client’s explanation you see the root cause—the key problem that needs to be addressed to eliminate the pain. That’s your value. But before you can help them understanding the real problem, the root cause, you need to acknowledge what they believe the problem is.
Ask: What do my clients think their problem is? What do I believe is actually going on? How can I reflect their perspective back to them while gently revealing what’s underneath?
Your Point of View follows the crowd. You sound like everyone else in your field. You’re playing it safe and not pushing the boundaries or challenging the status quo. Take a stand as to why you are different. Your Point of View should make people pause and rethink their assumptions.
Ask: Does my Point of view make people think differently? Does it disrupt the way they usually approach their problem? What do you believe that makes people uncomfortable but it is true?
You developed your Point of View in isolation. You skipped real-world testing. Feedback is key. Share your Point of View with people who fit your ideal client profile, peers, and trusted influencers. Watch their reactions and refine accordingly.
Ask: Does this transformation process make sense to you? Does it feel different from what you’ve heard from other consultants? Could you see how this approach might help you?
Don’t forget, if you have a consulting related question, join me on June 5th at 2 PM ET. (sign-up). Until the next time, Laura Burford Whenever you’re ready, here are ways I can help you become an Experienced "Go-To" Consultant:
Consulting Mastery: A Path to a Sustainable and Profitable Business (Online Group Program): This program guides you through key consulting strategies and functions to build a business that works for you and your clients. To find out more, schedule a free 45 Minute Consulting Strategy session.
The Ultimate Guide to Building a Successful Consulting Business (Document): This guide discusses a simple yet effective five pillar framework, The Consultant’s Blueprint©, to help you focus on what truly matters.
Consultant Assessment (Document): This practical tool includes consulting related statements spanning essential knowledge, skills, and actions that consultants—no matter your experience level—frequently encounter.
Consulting Insights (Videos): YouTube videos organized by each of the five Consultant's Blueprint pillars.
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