How To Showcase Your Expertise In A Consulting Plan

Ever felt underestimated? You walk into a meeting, and it’s clear they have no idea what you bring to the table. It’s frustrating, but you can turn it into an advantage if you know how to handle it: 1. Set the stage before you meet. Email a short bio or background in advance so they have the full picture. This isn’t bragging — it’s giving them the context they need to value your time and insight. 2. Use stories to demonstrate expertise. Be ready with a few specific anecdotes that make your skills and achievements impossible to miss. Stories stick far better than a list of credentials. 3. Play the long game with skeptics. If someone has pigeonholed you, don’t waste energy trying to “correct” them in the moment. Consistently share your wins and progress over time and let them discover the truth for themselves. 4. Focus on stacking evidence, not chasing approval. The goal isn’t instant recognition. It’s building a steady record of proof so that, eventually, their perception has no choice but to match reality. Being underestimated can be frustrating, but it’s also an opportunity. It gives you room to surprise people, exceed their expectations, and change the narrative in a way that lasts.

Give away more information for free than you sell. It's a lesson I learned early on, but many struggle with it. Subject experts often believe they should be paid for every valuable insight. This thinking makes sense on the surface. But here's the problem: how does anyone know you have anything valuable to say when it's all behind a paywall? At The Good, we've focused on expertise-based marketing from day one. We share our thinking, learning, and experiences through blogs, books, podcast interviews, and lots more. Our philosophy? Give away 99% of our information – for free. The remaining 1% is how to apply that knowledge to specific situations. That's what clients pay us for. We don't work with clients who need us just because they can't do it themselves. We partner with those who understand what we do and value our outside perspective and expertise. This approach creates long-term, consistent client relationships. You'd be surprised at the difference it makes. By freely sharing knowledge, we attract clients who truly appreciate our expertise. It's not about gatekeeping information; it's about demonstrating value. This strategy builds trust and establishes credibility in ways that closed-off approaches simply can't match. Consider how you can apply this principle in your own business or career. What valuable insights can you share to showcase your expertise and attract the right opportunities?

I spoke with a leadership consultant who was worried about their low conversions on sales calls over the holidays. Here's what she told me. "I seem to spend the majority of time on the call trying to prove that I'm an expert." I understand this. I've been there. If you find yourself in a similar situation, here's my advice: Clarify your message and start working on your personal brand. Why? Because if you have to prove you're an expert, that means you're not seen as one by the people you're speaking to. This happens when: > Your positioning is wrong. > You're targeting the wrong people. > Your messaging needs to be updated. > You haven't taken the time to build your personal brand. Ideally, you should only speak with people who already consider you an expert. If you find yourself in this position, here are three actions you can take. 1. Define what you want to be known for. If you don't know, no one else will either. After reviewing this person's website and LI profile, I found it hard to decipher the specific value they added. Their posts were all over the map. There was nothing consistent. Define your "thing" and be that thing everywhere. 2. Do not hide your authority and credibility. This person truly was an expert, but their expertise was hidden. They were afraid it would come across as bragging if they started talking about their expertise. This is a common concern, but how will anyone know if you don't talk about your qualifications? #hardtruth No one is going to advocate for you. You need to do that for yourself. 3. Use social proof. Think testimonials and logos. Both serve as social proof and are the best ways for you to demonstrate your expertise without "bragging." Why? Because it's someone else bragging for you. Like this testimonial from a recent client: "Now that we have our Distilled Message Guide, I'm confident we have the language to use in sales conversations, on our website, in social media posts, and email marketing. You've exceeded expectations." As a small business owner, your challenge is not your skills; it's your ability to confidently talk about the value you add in a way that makes sense to others. So, don't shy away from your brilliance. Instead: - Embrace it. - Talk about it. - Demonstrate it in public. And watch your sales call conversions rise.