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The Pair of Hands Trap: What Keeps Consultants From Strategic Client Partnership (Ep 53)

Today I'll discuss the positioning traps that hold consultants back from their impact and earning potential.

To set the context for what I mean by positioning traps – I need to take you back in time to 1997 when my mentor and professor told me – people don't get what you do and what you can offer as an organizational consultant. His feedback was impactful; I will share what he taught me to do and the powerful results!

I learned that if we want to be treated and paid as a strategic partner, we must position ourselves that way. Otherwise, we'll default into one of the positioning traps that will stand in the way of the difference we want to make and the income we want to earn.

This insight about taking charge of my positioning is a theme throughout my consulting and entrepreneurial career – including what I do now as a brand messaging and positioning strategist.

When I got to Disney, I was able to consult with the executives on the strategic projects I mentioned in the last episode because I positioned myself to do that work. I proactively advocated for the work approach I thought was best for my role. 

This positioning perspective is behind my approach to landing work, which I call a Partnership Set Up. It is how I grew my business and helped my clients grow small requests into six-figure engagements.

And it's key from a marketing standpoint because the truth is the role of a strategic partner and executive advisor isn't on the org chart and shouldn't be, which I'll explain why in this episode.

Now, let's get into the positioning pitfalls.

Where to dive in:

[4:12] Check out the cheat sheet I made for this episode: www.betsyjordyn.com/consulting-approaches

[06:01] Hear why it's so easy to fall into the pair of hands trap and how it can make things worse for your clients.

[11:16] The impact the pair of hands trap has on your income.

[14:54] Why consultants fall into the surrogate leadership trap and its risks.

[21:28] Hear how great consultant positioning is somewhere in the middle of the pair of hands and surrogate leadership trap continuum.

[29:33] Listen to the recap!

Next steps: 

  • Download my free cheat sheet to summarize what we discussed today and determine where your consulting approach falls on the pair of hands to surrogate leader continuum and, most importantly – where you want to be www.betsyjordyn.com/consulting-approaches. 

  • Join the Purpose to Profits Mastermind Academy: https://www.betsyjordyn.com/academy

About me: Betsy Jordyn is a Brand Positioning Strategist that helps consulting and coaching business owners clarify their brand positioning and messaging, create a website presence that positions them as sought-after experts, land clients with ease and integrity, and take their place as thought leaders and influencers in their niche. Her mission is to help consultants and coaches monetize their best-at strengths and authentic passions to make a bigger difference in the world. Check out her brand strategy, messaging, and design services at https://www.betsyjordyn.com

Links:

Download my one of my free resources to help you accelerate your success: https://www.betsyjordyn.com/downloads 

Learn more about my brand messaging and positioning services: https://www.betsyjordyn.com/services 

Schedule a consult call to talk about what you need to do to nail your messaging and rock your copy so you can stand out in the market and attract clients: https://betsyjordyn.as.me/schedule 

Related Blog, Video or Podcast Episode:

Secrets To Consulting Excellence (Ep52)

How To Explain What You Do with Clarity and Confidence (Ep51)

How To Conduct A Market Scan And Find Your Niche (Ep50)

Four Parts of a Well Positioned Consulting or Coaching Brand (Ep47)