15d • General discussion
Are You Solving a "Vitamin" or a "Painkiller" Problem?
Your consulting niche sounds promising, but is it something clients want or something they desperately need?
Many new consultants offer services that are merely "vitamins," beneficial, but not essential. The most successful consultants, however, sell painkillers.
So, how can you tell if your offer is a nice-to-have vitamin or a must-have painkiller?
The answer lies in the "2 AM Test." Ask yourself this: Is the problem I solve so critical that it would keep a CEO or department head tossing and turning at 2 AM, staring at the ceiling?
A general "process improvement" workshop is a vitamin. But fixing a critical supply chain failure that has halted production and is losing the company $100,000 a day? That’s a painkiller.
Painkillers address immediate, high-stakes issues, critical project failures, or massive competitive disadvantages.
Clients don't just want a solution; they need one, and they will pay a premium to make the pain disappear. Your goal isn't just to be helpful; it's to be indispensable.
What's a "2 AM problem" that your ideal client is facing right now? Share your insights in the comments below.
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Are You Solving a "Vitamin" or a "Painkiller" Problem?
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