Take The 10,000 ft View
Jennifer Bishop
Fractional Chief Revenue Officer [CRO]| Go-To-Market Strategist | Investor | Scaling B2B Services & SaaS
If you are an expert and you are struggling to share what you do, or articulate the value of your expertise....
I suggest you take the 10,000 ft view.?
Up close, any particular case study or situation will seem incredibly diverse.?
Different people, different companies, different problems, different solutions.?
There are a million variables that make each situation unique and seemingly entirely unlike another story.?
How on earth can you conflate all these case studies into one??
What story do you tell in any given situation??
The 10,000 ft view solves this problem.... [This is a 3km high elevation for the metric ones amongst us]
If you can lay out all the case studies of all the clients you have helped you can start to see common elements.?
Sometimes the problems faced by clients will group together?
Sometimes elements about the clients starting point, their personality or their prior experience will stand out as a common thread.?
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Mostly you will see a bespoke process that is unique to you that weaves through each case study and situation, no matter how diverse.?
Once you start to see the patterns [and the outliers] you can also interrogate the data by asking;?
Once you are able to spot the common elements between the case studies....
... and identify the patterns among the clients who are the most fun, easiest to help, who pay the most and get the fastest results…..
Now you are crystallizing the value of the transformation you create…..
By zooming out far enough, you can see a particular journey trodden by your ideal client....
It’s not any one specific case study with all the granular details,?
It’s more like a dot painting that only makes sense, by moving away from it and seeing the bigger picture.?
Take the 10,000 ft view, and share the story of what you see.