March 3

How to Sell Knowledge and Expertise


Hey there, fellow consultants, coaches, trainers, and professionals in B2B Sales and Marketing!

I want to talk about something that I think we can all relate to:

The importance of focusing on outcomes when providing our services.

As someone who has worked in the b2b space for a while, I’ve learned that clients don’t really care about the specifics of what we do.

What they care about is the result – the outcome – that we can deliver for them.

They want to know that they’ll get the results they need, and they want to know that they’ll get them quickly.

So, what does this mean for us?

Well, it means that we need to make sure we’re framing our services in the context of the outcome.

We need to focus on selling the benefits of the outcome rather than the specifics of how we do what we do.

This approach is similar to that of a good lawyer who not only knows the law but also understands the judge. It shows that we understand the needs and priorities of our clients and can deliver results effectively.

For example, let’s say you’re a marketing consultant. Instead of focusing on the specific marketing tactics you use, you might focus on the outcome your client will receive: increased brand awareness, more website traffic, and higher conversion rates. This not only shows the client that you can deliver the results they want, but it also helps them see the value in what you’re offering.

Of course, this doesn’t mean that the specifics of what we do aren’t important – they definitely are!

But when it comes to selling our services…

We need to remember that our clients are primarily interested in the outcome.

In conclusion, if you want to be successful in your industry, it’s important to focus on outcomes. By framing your services in the context of the outcome and selling the benefits of that outcome, you’ll show your clients that you understand their needs and priorities and can deliver results effectively.

So go out there and focus on those outcomes – your clients will thank you for it!


b2bmarketing, b2bsales, expertise, knowledge, outcomes

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