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- your method is not the reason
your method is not the reason
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And that’s good new for you— if you truly consider what I’m about to share:
Your method doesn’t matter (that much).
Harsh? Maybe.
But necessary.
Because most consultants—smart, well-meaning, “I’ve got a proven system” types—lead with the one thing prospects care about least:
The how.
They talk about their 7-phase framework…
Their step-by-step blueprint…
Their signature method with a clever acronym…
Meanwhile, your prospect’s brain is screaming:
“But what the hell happens to me if I say yes to this?”
See, you’re proud of your process. And you should be.
Your experience led to you figuring out a better way to solve a tough, expensive, complex problem. Bravo!
But unless you connect it to the outcome they want most,
you’re just giving them homework— more stuff to do in their overly packed lives.
Most prospects don’t actually care how the hamburger gets made. They’re hangry and just want their energy back.
And if you lead with method?
They’ll nod.
They’ll smile.
And they’ll ‘circle back’… whenever that is.
Consider this instead:
Talk about the shift.
Not the steps.
“We helped a COO reduce ops chaos without adding headcount.”
“A VP of Sales used our approach to land five enterprise deals in 60 days.”
“This process gets founders out of the day-to-day without revenue dipping.”
That’s what sells.
Because the C-suite doesn’t want your worksheets.
They want certainty.
They want to know:
“If I trust you, what changes for me—fast, permanently, and without me drowning in work?”
When you lead with the result, they’ll ask about your method.
But when you lead with the method, they assume you don’t have results.
That’s the shift.
That’s the power.
That’s the edge you want with every proposal you send.
Try it— you just might be surprised by what happens next.
Talk soon.
—Sonia
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