Consultants love their methods, frameworks, and processes.

Consultants love their methods, frameworks, and processes. But you know who doesn’t ... give a sh1t? Clients.

I’m not saying don’t have a method.
I’m saying don’t lead with it.

Imagine these conversations:

👤 Client: “I’ve got severe back pain.”
🚫 Mr. Method Preacher: “Let me walk you through my unique 5-step approach to spinal realignment.” (Reaches for PowerPoint.)
👤 Client zones out.

or this one ...

👤 Client: “I’ve got severe back pain.”
⚠️ Mr. Solution Pusher: “Here’s the aspirin. It’s a new wonder drug we use for back pain… NEXT.”
👤 Client walks out. “These are for other people - they won’t fix MY pain.”

or this one ...

👤 Client: “I’ve got severe back pain.”
✅ Mr. Problem Expert: “Sorry to hear that. It must be frustrating. The good news is, I’ve helped a lot of people in your situation. May I ask you a few questions? Let’s start with when it’s worse.”
👤 Client leans in. Finally—someone who actually listens.

Who are they going to buy from?

🚫 Mr. Method Preacher
⚠️ Mr. Solution Pusher
✅ Mr. Problem Expert

Every consultant wants to be trusted for their expertise.
But trust isn’t built by dumping your methodology on people.
It’s built by proving you understand their problem better than they do.

Your method is your secret weapon, not an opening pitch.
So, when you talk to clients start with problems.
Then lead them to an outcome and solution.

That’s what actually sells.