The Authority Myth
Russell Pearson CSP
Hall of Fame Inductee | Top Voice in Consulting | Host of the Your Consulting Business Podcast | Business Blacksmith – We Support Super Smart Consultants to Forge Successful Consulting Businesses.
Are you wanting to be a top performer in your industry?
I wonder if this article is for you…
Over the last 10 years, I’ve noticed a recurring MYTH.
It’s one of the major ideas preventing smart individuals from building businesses quickly.
The Myth: You need to build Authority in the market before clients will take you seriously.
And where I hear this myth the most is from Consultants, Speakers, and Experts, often with over 10 and 20 years of experience who are simply switching to a new business model or new offer. Sometimes it’s a new client they want to focus on.
If this is you…if you’re currently ‘ramping’ up your authority in the market…
…positioning your expertise.
Then I would invite you to consider that you are ALREADY expert enough.
You ALREADY have enough authority.
Because you are ALREADY very good at what you do.
Market Positioning and Authority Building does not make you more of an EXPERT.
So, STOP making it about YOU…
…your past, your certifications, your qualifications.
Instead start to FOCUS on the problems, fears, and aspirations of your clientele.
The simple truth is that it’s NOT about you.
It NEVER has been, and while you wait to get READY to help those you are preparing to support, others, less effective than you, are taking cash from these clients and servicing them in a way that discredits your industry.
Every moment you wait to offer support, to offer your expertise, you are subjecting your market to poorer results.
Most clients care less about what you’ve done and far more about what you’ll do for them.
Their belief in you eclipses anything that you’ve done in the past.
AND your belief in yourself is a direct reflection of what they see in you.
I’ve helped clients enter new markets and build over 6 figure businesses with less than a month’s experience.
And, I’ve seen those that have spent two entire years delivering Authority building content, barely scrap together an income.
Many of these people have decades of technical expertise behind them.
So who is the Authority Marketing and Authority Content for?
Is it for the market??
Is it going to compel them to raise their hand and ask for your help?
OR is it actually for YOU, and the building of your own confidence?
For most, when they are honest, when they speak to me about what’s really going on…
…they are scared to death that they may not have all the answers.
That they will be found out.
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They don’t have a clue IF what they’re doing is really working and what they should be doing next.
For those people, we create a plan of action.
We connect them with ideal clients and we get them sales NOW.
Sales builds Confidence.
We do it without time-wasting Authority tasks.
AND they have a full roster of clients before the market even sees them coming.
Because we ONLY work with experts.
You know how to deliver, you know how to get results.
It’s the confidence and steps to connect with clients consistently where you’re lacking.
If you want to be a top performer in your industry, you need to be WORKING WITH the industry.
Positioning yourself with Authority is a false front. It’s not REAL.
The REAL success happens behind the scenes.
In the work with clients, in the DOING of what you’re TRYING to BE.
I wonder what success would look like if you stop spending time on Authority Positioning…
…AND used that time to have conversations with people who need your help?
It’s just a thought, I’ll leave it with you.
I’d love to hear what you do with it.
As always, if you’d like to know the steps for consistent client conversations, we’re happy to show you.
?? Stay Passionate.
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BONUS...If you're looking for more Consistent Client Engagement, you may want to watch this session we recorded recently.
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Russell Pearson?is the founder of the FORGE. A Business Program for Solo Consultants, Advisors, and Specialist Service Providers who want Better Clients & Higher Fees.
You can contact him directly here:?https://www.dhirubhai.net/in/russell-pearson/