Book Review: 5/5 Impact On Me (Book By David A. Fields)
Read more about the book here
An experienced consultant recommended this book to me, so I felt good about it even before reading it. I have a positive bias towards it. It was also the first book I read on how to consult by myself. I found it very useful. The book is both instructional and practical. However, I haven't yet gained unlimited clients or financial freedom. This is due to the actions I've taken, not because the book has problems. I'm working on improving my approach. I'll share a summary of what I've learned and taken away from the book. For more details, you can read the first part of my series on my blog through the link below.
Here's what stood out to me and how I applied these lessons to my consulting venture:
1 - Client-First Mentality: Emphasizing "Right Side Up Thinking," Field advocates for prioritizing client needs over business-centric thoughts. This approach, reminiscent of Amazon's customer obsession, shifted my perspective from what I wanted to do to what my clients needed. This changed how I engage with prospects.
2 - Identifying My Niche: I spent a lot of time here. By focusing on urgent, recognized problems within my target market, I need to position myself where demand already exists, aligning my skills with client priorities. This step was challenging but pivotal in defining my consulting focus. This is a continued pain point for me.
3 - Building Visibility and Relationships: Through various marketing channels, especially writing and networking, I worked on increasing my visibility. But, it was through fostering relationships, even without immediate business prospects, that I truly began to understand the value of connectivity in consulting. Now I know relationships. Next, I need to know how to ask them for help.
4 - Engagement and Conversion Strategies: From conducting context discussions to smoothly transitioning conversations towards business opportunities, I applied Field's strategies to deepen engagement with prospects. The nuanced approach of proposing solutions, negotiating, and closing, especially offering multiple pricing options, enhanced my consultancy's appeal.
Books like "Obviously Awesome" and "Fanatical Prospecting" further supplemented my understanding of positioning and outreach.