STOP Being The 'Nice' Consultant (It's Killing Your Business)

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Respect, not just being liked, is the true currency of a successful consulting business. In this episode, Russell Pearson dives deep into the importance of positioning yourself as a respected expert, rather than simply aiming to be a likable peer. He explains how the "friend zone" can trap consultants in doing extra unpaid work, and outlines eight key tactics to build genuine respect with clients and prospects. From demonstrating expertise through insightful questioning to setting clear boundaries and consistently delivering on promises, Russell provides a roadmap for consultants to transition from being liked to being seen as the respected leader whose advice clients will trust and act upon. Tune in to learn how shifting your focus can unlock the seats at the table and the outcomes you deserve.

Being liked is nice, but being respected is essential for a successful consulting business

The "friend zone" can trap consultants in doing a lot of extra work without getting paid what they're worth

To build respect, key tactics include:

  - Demonstrating expertise through insightful questions, not just telling

  - Setting clear boundaries and consistently delivering on promises

  - Focusing on long-term outcomes for clients, not just short-term approvals

  - Communicating clearly and concisely

  - Treating everyone with respect, as you don't know who you may need it from

  - Avoiding relying solely on referrals and instead inviting prospects into your world

  - Continuously improving your skills and expertise

The main message is that respect, not just being liked, is the currency that will earn consultants everything they want from a successful business. By implementing these tactics, consultants can position themselves as respected leaders whose advice clients will trust and act upon.

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