In 2019, I was burned out selling my consulting services hourly.

I hit a ceiling at $175/hr. Any higher and I spent way too much time selling.

I had to stop charging hourly.

Here's the 5-Step framework I used to sell outcomes instead of hours and 20x my income.

🧵👇

Step 1: Define the prospect's problem

Most people think that the prospect already has their problem figured out.

The problem is: they don't.

You need to define the problem for the prospect.

When you define the problem for the prospect, only you can provide the solution.

Step 2: Describe what will be different in the prospect's business after you solve their problem

Don't fall into the trap of describing the deliverable.

Why?

Because no one cares how you do it. They care what you do for them.

🔑 Describe WHAT value you create, not HOW you create value.

No one cares how the sausage is made. They only care about how it tastes.

Step 3: Now write out the steps you take to solve the client's problem.

No more than 5 steps. More is not better

Write down what you deliver at each step

Then write down what value you create at each step

Step 4: Translate everything into your prospect's words

At this point, you've defined the entire process from start to finish.

Now remove all industry terms and jargon.

Use the words & phrases your clients use inside of their business.

Step 5: Pretend to be your best client.

For this final re-write, write as though you are your best client.

When you're done, the process should sound like it was written by this client and not by you

Why this framework works so well:

1. Positions you as delivering an OUTCOME not a service

2. Displays your understanding of your prospects' problem

3. Makes you look like a colleague who speaks their language, rather than a vendor

So, don't fall into the trap of selling the services you provide.

Sell the outcomes and the value you create.

You'll get paid MUCH more every time.

TL;DR: The 5-Step Framework to sell outcomes & 20x your income

• Define the prospect's problem

• What's different after the problem is solved

• Value created in each step of the process

• Translate into your clients' words

• Rewrite as though you are the ideal client