The Most Valuable Question You're Probably Not Asking as a Consultant

How to surface what truly sets your consulting offer apart

Every once in a while, a single question can change everything.

Today, I want to offer you one of those.

It’s deceptively simple—but if you take the time to answer it fully, it can reshape how you position, market, and sell your services.

Here it is:

What unanticipated, but profoundly valuable paradigm shift do your clients experience as a result of working with you?

Let that settle for a moment.

It’s not just about what you do.

It’s about how your work changes the way your clients think, act, or make decisions.

The shift they didn’t expect—but now couldn’t imagine going without.

That shift is the real gold.

It’s the moment your client realises that what you offer is far more than a deliverable—it’s a lens, a leap, or a liberation.

Go one step further

There’s a natural extension to this question.

What are the top three tangible, differentiated results your service creates—ones your clients are unlikely to get from anyone else?

Not generic outcomes.

Not “we save you time” or “you get more clarity.”

But measurable, distinctive results that would be hard to replicate without you.

Results that show your signature impact.

These two questions are tough.

But if you can answer them well, everything else becomes easier:

• Messaging becomes sharper

• Pricing becomes more defensible

• Referrals become more intentional

• And your own belief in your value strengthens

If you already have your answers, brilliant.

If not, this is worth taking an hour for.

Or ten.

Because in a crowded market, your clients won’t always see your value unless you do first.

Want help positioning your offer so clients recognise your value instantly?
Take the Recognised Authority Scorecard to pinpoint what’s missing—and what to refine.